Sales Feature Article "Conversation Openers"

Copyright 1996 Scott Peck Marketing and Sales Consulting

In our sales presentations, we have to get our sales prospects to take ownership of the idea of purchasing our product. Conversation is the key to bringing this about. I have to get my prospect to begin to thinking about my product. The way to do this is by encouraging the prospect to share thoughts and feelings about the product. I have to get the prospect to talk! So, I want to ask thought and feeling type questions. Use these 'conversation openers' to probe the prospect. If you have a quiet prospect, these phrases will help. When objections are given, use them to talk about the objection and turn that objection around. Use them to change the subject and ignore objections. Learn and memorize them. Then, state the phrase and fill in the blank. You don't have to memorize what to say after the phrase. It will come to you . Just do it. You will adapt to the sales situation that you are in. Try them. They work. These 'conversations openers' will revive a dead prospect, resurrect a dead sales presentation, and revitalize your selling career.

I was curious. . .

From your experience. . .

Tell me about. . .

How do you feel about. . .

I was wondering. . .

What is your viewpoint on. . .

In your opinion. . .

From your perspective. . .

I was interested in knowing. . .

In your eyes. . .

With your experience. . .

Give me your ideas on. . .

I'd like to hear your feelings about. . .

With your background. . .