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Part of my homework for my sales course was to come up with three offers. The offer should be no more than 45 words and take between 15 and 20 seconds to say over the phone. Here are the three offers I came up with.
Offer 1
This is Ted Armstrong with Dodecahedron. We sell Great Plains accounting software. It allows between two and 30 simultaneous users and it has a variety of modules for different business functions available. Is that something you want?
Offer 2
This is Ted Armstrong with Dodecahedron. We sell Great Plains accounting software. It uses the Microsoft SQL server database and lets you purchase those functions you need for your business. Is that something you want?
Offer 3
This is Ted Armstrong with Dodecahedron. We sell Great Plains accounting software. It has a reporting module that lets you create a wide variety of reports and it runs on the Microsoft Windows platform. Is that something you want?
I have to email them to the instructor tomorrow. I'll let them "cook" overnight. If I still like them in the morning, I'll fire them off to the instructor.
The thing to remember about this techique is, I make my offer and then, if the prospect says "No," then I say, "Okay. Goodbye." But I repeat my call every three to four weeks and each time vary my prospecting offer.
So far, I feel quite enthusiastic about their approach.
I would close with "Is this something you could use?" Instead of want. Just my opinion.
Posted by: Mother at August 2, 2004 8:52 AMThe instructor, very specifically, says to use the work "want." I don't fully understand it myself, but I'm paying him for this so I have to try it his way.
Posted by: Ted at August 2, 2004 7:27 PM