The first 15-20 seconds of a prospecting phone call is oftentimes the most critical part. It's been said that we have one chance to make a good first impression. However, most salespeople begin their calls with a generic sales pitch or value proposition that makes them sound like everyone else in their industry. Here's the deal: nobody listens to traditional value propositions anymore.

In a recent webinar I conducted on The New Value Propositions, I talked about beginning a conversation by creating a Sticky Statement™. These are a brand new breed of value propositions that connect with the emotional reasons that people listen and take action.

You know you have a great solution that can help your prospect or client, and you know that they need it--urgently!  The only problem is that they don’t think it’s the right solution for them.  So how do you help them understand that it IS the right solution?

Here are 3 quick ways you can help prospects understand the value of your offering and create interest:

Sticky Statements are the next generation of value propositions. For most salespeople, the first 20 seconds of your call can be the most difficult part of the entire conversation. Traditional benefits statements and sales pitches don't work anymore. This recorded webinar will teach you a new way to create interest and influence executives to meet with you.

 

 

 

Whenever you talk about your products or services in a phone call, email, newsletter, or website, what are you trying to communicate to your clients and prospects? We all know what we think we're saying, but that can often be quite different from the reality.

I came across a very cool tool recently called Wordle that generates "words clouds" from any text you provide. Simply paste in text from your value proposition, email messages, or website and it will help you see which keywords "stand out" the most. At the top of this blog post, you can see an example of my word cloud.