Before every sales call, review your notes for one specific pain point, then open by naming it. The speaker's example: "Hi Richard, I heard you fired another PR company—what happened?" This puts the prospect's frustration front and center from the first sentence.
The way I start literally every single call is always the same. In our company, there's always a set of call beforehand and I will always listen to it. And I'm just listening out to one pain point in particular. And I'm literally gonna bring that up the first second I speak to this guy. And the guy said on the call, we've just worked with a PR company and we fired them after a month. The guy was called Richard as well. So as soon as it starts, I was like, hi Richard, listen, my colleague literally just told me you'd fired another PR company. What happened? And he didn't even think about it. What happened? He's just going straight into the pain points. Now he's just gonna have it on his mind that what was, you know, pissing him off about this.
