Great opening line when you call a lead, with
whom you’ve previously set up a time to talk.
You: Is this Lulu?
Lulu: YEEES.
You: Great. This is Kim Klaver. We had a
date to talk today, remember?
Lulu: Yes I do…
You: OK great. So…How can I help you?
—
What’s next? Lulu telling me what she wants, why she is
considering the opportunity…
Isn’t that sweet?
This approach puts you in the listening mode and lets the prospect feel valued by someone caring about their wants and needs, not what we, the “seller” think they should want.