Openers

Written By Jeffrey Gitomer
@GITOMER

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.

Openers

Here are some examples of opening lines:

Weak, door-closing openers:

1. Could I have a few minutes of your time?
2. I was wondering if maybe you would be interested in …
3. Is the boss in?
4. I have an idea that can save you money.

Strong, effective openers:

1. I need your help.
2. I know you actually run the place, but could I speak to the person who thinks they do?
3. Is the king in?
4. I need a loan for $50,000. I wonder if you could help me.
5. I was just next-door with ________, and she thought I might be able to help you the same way I helped her company.
6. I was just next-door with ________, and she recommended I stop by to see ________. Is she in?
7. My name is Jeffrey and you don’t know me from a sack of potatoes
8. (In summer on a scorching day.) I just fried an egg on my car and was wondering if you have any salt and pepper?
9. Can you point me in the right direction? (A receptionist with a sense of humor will quip, “Sure, which way did you come in?”)
10. My boss said if I don’t make a sale, I’m fired, so if you’re not in a buying mood, perhaps you have a job opening.

About being funny …

• If you use humor and get a blank stare, you’re dead – but a cold call is a crapshoot anyway – why not have fun?
• The response (laugh or no laugh) will tell you exactly where you are.
• Laughing is agreement – tacit approval.