SALES QUESTION:
"I see a lot of opening script ideas and templates pitching a specific solution addressing a specific need. But my company offers solutions which hit on very different pain points. Am I best off opening with something targeted or trying to quickly relay all of our capabilities and hope something hits home?"
SalesBuzz Answer:
"Data Dumping" (relaying all of your capabilities and hope something hits home) on your prospect has a very low % rate of working.
To come up with the right opener, you have to start with the lead source. Where did the lead come from? Was it a trade show? A webinar? Are you prospecting in an industry that you've already done business in?
When you have a range of products / services, you can always get a clue from what the lead source is, as to what "opener" you could use in order to be effective.
Example:
Let's say the lead source is a vertical (meaning, you've sold to other companies in that same line of work... like a school district, a hospital, etc)
Your opener could be something like:
Salesperson:
Hi (prospects name) this is (your name) with (your company) Reason for my call is we recently helped (hospital name 1, hospital name 2 & hospital name 3) avoid/cut/reduce/gain [PAIN POINT / HOT BUTTON] and wanted to see if we may be able to help you do the same...
If it's a webinar lead, you want to focus on what the subject matter of the webinar would do / solve for the prospect, and not the actual webinar.
Bad Example:
Salesperson:
Hi (prospects name) this is (your name) with (your company) You attended our webinar on (subject) and I just wanted to follow up, introduce myself and see if you had any questions.
Prospect:
Nope, I'm good. Thanks.
Salesperson:
Um... Ok.
Better Example:
Prospect:
Hi (prospects name) this is (your name) with (your company) Reason for my call is I understand you're curious about how to avoid/cut/reduce/limit/gain/attract/grow [PAIN POINT / HOT BUTTON] and I wanted to see if we might be able to help you with that...
These are just a couple of examples on how to approach using a better opening value statement for when you offer multiple services or products.

SALES QUESTION:
"I see a lot of opening script ideas and templates pitching a specific solution addressing a specific need. But my company offers solutions which hit on very different pain points. Am I best off opening with something targeted or trying to quickly relay all of our capabilities and hope something hits home?"
SalesBuzz Answer:
"Data Dumping" (relaying all of your capabilities and hope something hits home) on your prospect has a very low % rate of working.
To come up with the right opener, you have to start with the lead source. Where did the lead come from? Was it a trade show? A webinar? Are you prospecting in an industry that you've already done business in?
When you have a range of products / services, you can always get a clue from what the lead source is, as to what "opener" you could use in order to be effective.
Example:
Let's say the lead source is a vertical (meaning, you've sold to other companies in that same line of work... like a school district, a hospital, etc)
Your opener could be something like:
Salesperson:
Hi (prospects name) this is (your name) with (your company) Reason for my call is we recently helped (hospital name 1, hospital name 2 & hospital name 3) avoid/cut/reduce/gain [PAIN POINT / HOT BUTTON] and wanted to see if we may be able to help you do the same...
If it's a webinar lead, you want to focus on what the subject matter of the webinar would do / solve for the prospect, and not the actual webinar.
Bad Example:
Salesperson:
Hi (prospects name) this is (your name) with (your company) You attended our webinar on (subject) and I just wanted to follow up, introduce myself and see if you had any questions.
Prospect:
Nope, I'm good. Thanks.
Salesperson:
Um... Ok.
Better Example:
Prospect:
Hi (prospects name) this is (your name) with (your company) Reason for my call is I understand you're curious about how to avoid/cut/reduce/limit/gain/attract/grow [PAIN POINT / HOT BUTTON] and I wanted to see if we might be able to help you with that...
These are just a couple of examples on how to approach using a better opening value statement for when you offer multiple services or products.