Quiz: What's the Best Opening Remark?

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  1

  msm1016

  08/31/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  I'm sure you'll get lots of positions on this one. I specialize in leadership development and have studied communications in business for the past 24 years. Every study I've seen, that compares the impact of stories to the impact of statistics in conversation, shows stories to be much more impactful. A study by Chip Heath at Stanford University, according to a book he co-authored (Made To Stick), showed that only 5% of an audience will remember statistics presented in a presentation. On the other hand, 63% will remember stories. I agree statistics can be very powerful when important decisions about business direction must be made, but building business is about building relationships. If you are trying to differentiate yourself, and build relationships, you have to grab people by the gut and appeal to their emotions. People do business with people they LIKE and trust. Anyone can vomit statistics. Get them to like you by sharing a story that means something to them, and shows you understand their pain.

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  2

  Geoffrey James, Sales Machine

  08/31/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re Note 1:
  I see your point, but providing a single, telling and relevant statistic isn't "vomiting." And if expressed the right way, such a statistic tells a story, or leads into one.
  
  The danger of telling a story on the outset is that, unless it's gripping from the start, you can lose your audience. Most people aren't very good raconteurs, alas.

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  3

  reneewarren

  08/31/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  msm1016 makes a great point. Some of the best academic
  presentations I have sat through (And I have to emphasize
  academic as they tend to be dry presentations) were done
  using stories, and great stories at that.
  
  However for the sake of this argument, I have always been
  taught to introduce myself first. Why get into the blood and
  guts of a presentation before letting the audience know who
  you are?

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  4

  Ian P

  08/31/09 | Report as spam

  Over a fifth of all respondents agreed with Geoffrey!

  And that's why I am here, to let him know that nearly 80% disagree with him. Thanks for allowing me in here and in a moment I will get around to telling you who I am but first let me tell you about a guy who sold me a motorhome last week, what a salesman, great discount and I got everything but the wheels.
  I really want you guys to understand that the ultimate opening remark for any salesman has got to be his elevator pitch - it sets the scene and grabs his audiences attention, all in 30 seconds. The rest is just cruising.

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  5

  jakedempsey

  08/31/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  So, who are you Ian P?

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  6

  Geoffrey James, Sales Machine

  08/31/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re Note 4:
  IanP is the man.
  
  Trust me. And he's right... the elevator pitch is a strong opening... if it's a strong pitch. Unfortunately, if the pitches that people have sent me to rewrite are any example of the average elevator pitch, opening a presentation with them is hopeless.

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  7

  Ian P

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  @JakeDempsey
  Just a guy.
  I'm just starting to break into sales at the front of a start-up company.
  A fan of Geoffrey's and an avid student of his output.

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  8

  jimmsp

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Your argue "Explain your presence. Anyone in the audience who doesn?t know why they?re attending isn?t a decision-maker." I disagree. I have seen a number of CEO's (and final decision makers) "dragged" to a meeting, or who have such a busy schedule that they really don't recall why they are at this one. They may have agreed to come days ago, and after a week's worth of meetings, have forgotten why this one is important.

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  9

  Geoffrey James, Sales Machine

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re Note 8:
  Not sure most CEOs would let themselves get dragged into a meeting without first knowing what it's about. Even so, a memorable opening is more likely to express the importance of the meeting, and perhaps intrigue the CEO, than a simple expository statement about "why we're here" -- which always seem to sound a bit like an apology for wasting their time.
  
  If I were a CEO, I'd be more likely to sit up and take notice if a speaker began with something like:
  
  "My research suggests that supply chain costs are wasting 10 percent of your net profit. I'm going to explain how this happens, and then suggest some ways to plug the leak."
  
  Rather than:
  
  "I'm here to discuss supply chain systems and how they can save you money."
  
  Or rather than:
  
  "I'm Joe Blow from Oracle, a leading vendor of supply chain systems."
  
  Or rather than:
  
  "Ever wonder why people call a supply chain a 'chain'? I mean, it really isn't a chain is it? More of a network, with lots of different links. But whatever you call it, you don't want any missing links, right? (rim shot)

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  10

  MVB

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  I agree, although I gave a different answer. In the book "Made to Stick" one approach is to give a statistic that is specific to the group you are presenting to. Most of what we present is forgotten within 24 hours. Stats have a tendancy to stick in the mind. Thanks for the reminder.

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  11

  KMcG

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  I voted for explain your presence Twice now , but I would include an introduction and would agree with msm1016 that a riveting tale is the best way to go.

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  12

  Geoffrey James, Sales Machine

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re Note 11:
  Riviting tale, eh? When was the last time you heard a "riveting tale" in a business meeting of any kind, anywhere?
  
  More importantly, are YOU capable of writing one and the, having written it, telling it in a compelling manner?
  
  The ability to tell a "riveting tale" is even more rare than the ability to tell a funny story. After all, there are tens of thousands of comedians in the world and maybe, what?, 100 professional storytellers?
  
  Anybody with any sales sense can come up with an eye-opening statistic and deliver it with conviction. It's within the realm of the possible. The "riveting tale" isn't.

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  13

  sdavies2720

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Interesting: I voted for "Explain why we're here" but to me, that is saying what benefit the audience will gain from the meeting (or doing business with me). So that's closer to your elevator pitch idea. Somehow, "Summarize your Solution" sounded too much like quoting the product sheet or business-jargon mumbling.
  
  I'd love to tell that value in a story, but it's tough and I find I need to summarize the why first before they'll listen to a story about someone or something else. Without knowing why they're listening, decision-makers get fidgety.

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  14

  NaniMadrina

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  IBM, masters at sales training, trained us to first tell them what you're going to tell them, then tell them what you came to tell them, and then tell them what you told them. And so my vote is to begin by summarizing the solution....
  
  "today I am going to tell you...."

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  15

  merribame

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Geoffrey,
  
  Don't you love reviewing the constructive criticism?! You can tell by the %s of the votes that the majority would be against your viewpoint.
  
  I support you.
  
  As a communication coach who helps others speak with confidence, I pour over multitudes of studies and samples of powerful speaking to review the impact others have on an audience.
  
  And although storytelling ranks among the top ways to introduce a topic, telling a "funny story" is not the same. It's like starting with a joke. That does little for the audience - the only use of telling a joke is to get the speaker warmed up. Yet if it falls flat, the speaker is still cold.
  
  Startling statistics help get an audience's attention. Psresenters need to clear the minds of the audience, put something powerful in it, and then the audience is engaged.
  
  Good stuff, Geoffrey.

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  16

  Immobiliari

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  To me you didn't have the best introduction listed in your options ... summarizing your solution comes the closest, but in my experience of late, the best way to begin a presentation, sales or otherwise, is stating your value proposition right up front. It creates the highest interest for what follows, like who you are, your experience and background, RELEVANT humor, your solution, and all the others. You grab the highest level of interest right off the bat. Without that, by the time to get around to your point it will be drowned-out by the snoring.

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  17

  Geoffrey James, Sales Machine

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re Note 15:
  As you say, there's a LOT of wisdom in these comments, even the ones that disagree with me. What's most interesting about this question is that there's fairly even distribution of answers, thereby showing that there's no settled answer.
  
  I also suspect that there's some difference in "style." A lot of sales reps think that sales presentations are like business presentations, but with a close at the end. That's really foolish because most business presentations are boring, and merely intended as an excuse for people to pretend to work by attending useless meetings.

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  18

  yrlewis2

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Believe it or not, I've found that telling people about yourself - Introduction - that lends credibility to why they should listen is critical. Who are you? Why are you telling me about this? Why are you the one to convince me? Why should I listen? If I don't start with something about me, how do I build a relationship? I'm not a talking head. I'm someone who believes in something that might work for you. I'm your guide to make that decision. Why would you believe me? I'm credible.

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  19

  alphagrl@...

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  I came up with a tagline for a client who sells hand-crafted iron gates and carriage style garage doors, "Make an Opening Statement." Now, whenever he get's up to speak at an event, he always starts with "I'd like to Make an Opening Statement."
  
  He's reinforcing his branding and being a little cute at the same time. I like it.

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  20

  Anthony Ethan

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  I remember a riveting speach in 1995 that started off
  with the following eye-popping statistical hammer:
  "According to a 1995 Standish Group report only 16% of
  projects were completed on-time and on-budget !"
  Needless to say the room sighed in disbelief. We
  followed his every word after that....And yes I voted for
  the startling statistic as the mechanism to focus
  everyone's attention.

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  21

  Anthony Ethan

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  I remember a riveting speach in 1995 that started off
  with the following eye-popping statistical hammer:
  "According to a 1995 Standish Group report only 16% of
  projects were completed on-time and on-budget !"
  Needless to say the room sighed in disbelief. We followed
  his every word after that....And yes I voted for the
  startling statistic as the mechanism to focus everyone's
  attention.

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  22

  Natalia B

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  I voted "Tell a funny story", but I would rather say "a relevant and catchy story". Not necessarily funny. But interesting to the specific audience, of some importance to it and relevant to the topic you're about to discuss.

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  23

  Geoffrey James, Sales Machine

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re Note 18:
  Quote: telling people about yourself - Introduction - that lends credibility to why they should listen is critical. Who are you? Why are you telling me about this? Why are you the one to convince me? Why should I listen? If I don't start with something about me, how do I build a relationship?
  
  Wow. Hard to believe that you're making any sales at all with that strange belief set.
  
  If you want to create a relationship, talking about yourself is the absolute worst way to go about it.
  
  For example, if you're a guy, just trying getting a date with a woman you've just met -- by talking about yourself. Oy! Her eyes roll, and she makes a quick exit.
  
  Credibility doesn't come from information you provide about yourself; it comes from your demeanor (confidence) and your command of the subject matter.
  
  Everything else is just so much yada-yada-yada.

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  24

  thecurvyjeweller

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  I chose the introduction, I logically worked out that people are only interested in listening to people that have substance, but, realised that probably so people don't care about that stuff and just want the bottom line, so agree with the stat options. I'm a bit of a character myself and can see how I can use both a compelling story and a statistic in my opening will be beneficial I live in NZ and I provide Costume Jewellery to a niche market, the Plus Size Market, I plan on presenting to a leading national retailing company and can use both to gain attention. I have sat through many presentations and seminars, sales pitches etc... and get bored, the ones I listen to are the ones who tell real stories, like 'my wife this and that', 'my kid this and that'... anyway I just lost my train of thought. Ciao for now.

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  25

  Geoffrey James, Sales Machine

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re Note 22:
  That might have worked back in the days when luminaries gave two hour lectures at the local Atheneum. Today, you've got about 10 seconds to make a first impression. If that. You'd better say something quickly that captures people's attention, or they'll pull out their Blackberries faster than you can say "uh, I'll end the talk early because you guys obviously aren't interested."

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  26

  thecurvyjeweller

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  woops, excuse my poor sentence structure ;o)

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  27

  DeonBasson

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  The two winners I have found in presentations (and we teach this on the Psychology of Sales Workshop) that make people want to listen are :
  1) Speaking with authority; and
  2) Letting different thinking styles (and there are different thinking styles in your audience) know that you will address their preference somewhere in the presentation.
  Let me elaborate on both above.
  
  1) SPEAKING WITH AUTHORITY
  The most critical opening remark/statements is to show you have authority (you want the people to know they are listening to an expert) and to get into a position of authority you need to be seen as trustworthy and being credible. Gaining trustworthiness you get by talking about failures (yourself or the company) and weaknesses.......yes you have read correctly. By doing that people say "Wow I can trust this guy if he can be so honest". You now follow that up with strengths and successes of you and the company. That puts you immediately in a position of people saying "Hey not only can I trust this guy, but they have real experience (credibility)....failures and weaknesses AND strengths and weaknesses." Then give some background on years of experience, etc.
  IMMEDIATELY YOU HAVE CAPTURED THE AUDIENCE AS YOU HAVE AUTHORITY.
  
  2) SPEAKING TO DIFFERENT THINKING STYLES
  THE MOST VITAL ATTRIBUTE OF TOP SALES PEOPLE IS TO SPEAK THE ?THINKING LANGUAGE? OF THE PERSON/S YOU ARE DEALING WITH --- NO MATTER WHAT LEVEL. But in a presentation with lots of people you need to speak firstly in the thinking language of the most important decision-making and then follow that up with speaking in the other thinking languages. But indicate the fact that you will be addressing the different thinking styles up front in your presentation so that people with a different thinking style to the main decision-maker know that you will address it also in their style of thinking.
  Where most sales people get it wrong is to truly understand their customers and I am not talking about understanding the customer's needs and requirements (that is important also), but understanding who that specific customer is and when I say who the customer is I am referring to what messages do I pass to that customer given the way the customer thinks.
  
  Let me elaborate.....
  
  Our thinking preferences are major contributors to the strength of our communication and hence the ability to persuade people. Some people enjoy blasting facts, while others think it is boring; some people want to hear about the big picture, while others think it is too vague; some need variety while others need to specialize. Our thinking preferences differ from each other even more than our fingerprints, creating complete different styles of communication. However if you pitch in the style of the person you are Selling to, you will enhance your success rate dramatically. The 4 types of thinking preferences that we all have are :
  Visionary people are opportunistic, risk takers and enjoy new ideas. When talking to them talk about the future and the bigger picture, but don't be inflexible and don't play it too safe.
  Connected people focus on people and are emotional. When talking to them talk about people and family, be supportive and keep eye contact, but don't be insensitive or impersonal.
  Analytical people want all the facts and like to analyse. When talking to them talk with logic and prepare your facts, but don?t be too informal or unprepared on facts and don't create answers.
  Methodical people want order and get things done. When talking to them talk each point to conclusion and stick to an agenda, but don't be disorganised or introduce too much change.
  
  Our tendency is to speak in our own preference and hence completely speaking past the person you are selling to.
  
  SPEAK THE LANGUAGE OF THE PERSON YOU ARE TRYING TO INFLUENCE AND NOT YOUR OWN PREFERENCE. BUT indicate to the rest of the audience that you will cover their thinking styles later in the presentation. E.g. if the main decision-maker is an Analytical thinker that you need to start with facts and figures, but start with a statement, like :
  "I am going to start with the facts and figures (Abalytical), followed by how we will implement it (Methodical), then I will talk about the future and the big picture (Visionary) and finally I will talk about how the people will be influenced (Connected)"
  
  DO YOUR OWN COMPLIMENTARY PROFILE TO ILLUSTRATE WHAT YOUR PREFERENCE IS. GO TO WWW.2INTERACT.COM and follow the blue arrow.
  

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  28

  thecurvyjeweller

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  I now actually think it depends on the individual as to how they like to be presented to, after reading post #18, I, personally will only listen to people that I think are credible. As you say Geoffrey, the speaker should have been introduced by the person who set up the meeting but, why take a chance on expecting that to have taken place? A consise introduction, I now think, is a must, then get into the stat before you really lose them.

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  29

  thecurvyjeweller

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  #27 yeah, that 'speak in their language' talk is all very well, but, how do you know what kind of language the head decision maker speaks? I mean, do we get them to do a quick 'scenario test' to find this crucial information? What do you suggest?

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  30

  gtgilbert

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  I've recently used pictures as my opening. I'm lucky enough
  that it's easy to go and take pictures of the problem that we
  solve for our customers. That way I am showing them how bad
  it can be, with a very specific instance from the real world, with
  their business. Then I do usually hit them with a stat that says
  this type of problem happens X % of the time for you, and it's
  probably costing you $Y in revenue. That usually gets (and
  keeps) their attention...

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  31

  Geoffrey James, Sales Machine

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re Note 27:
  First, thanks for the detailed comment, which goes way beyond the concept of an opening remark.
  
  Let me clarify. In today's business world (today as in right now, with Internet/Blackberry/3G/iPhones/wireless in every conference room everywhere) you've got exactly ten (count 'em, 10) seconds to grab the audience before they pull out their blackberries and start answering emails, playing games, and watching videos.
  
  Ten seconds.
  
  If you can tell a riveting story, or expose some strengths and weakness in that amount of time, more power to you, cause you've got a new career as a auctioneer.
  
  You can blow that ten seconds talking about yourself, or setting up your story, or thanking your contact, or talking about why you're there. Go right ahead.
  
  Maybe you can send them an email later to let them know what you were talking about while they twittered about their lunch dates.
  
  Or you can say something -- in ten seconds -- that FORCES them to pay attention. You're only going to do that with a something credible and factual that surprises and (probably) frightens them a little bit.

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  32

  ollyl@...

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Given the fact that the majority of communication does not rely on words we must search for what does communicate. When i train people I emphasize what I call "subtext." That is the message you send when you are not saying anything.
  
  How do you get "presence" which grabs attention and grants you credibility?
  
  You stand there, acknowledge your sponsor, spread your arms and connect.
  
  I realize you stated that this is trite, but if you consider the impact a simple acknowledgement has on people you may come to the conclusion that acknowledging others says a lot about your professionalism and humanity.
  
  Remember, selling and presenting is an activity between people. It has been said that people will only hear what you say when they see you care.

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  33

  faith12ipsofacto

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  I go for "quote a statistic" because in the process of citing the statistic, the presentor may already indirectly tell why his presentation is relevant. It poses a good opportunity for the presentor to lay down propositions (while citing how the statistic went up or why it it declined). The way the presenter's bearing (the way he delivers his pitch and the substance of his it) already tells who he is.
  
  The presenters' primary concern there is not to let the audience know who he really is, but to get his audience interested to what he is presenting them in every tick of the clock--remember, they are busy persons. Yes statistic is boring, nonetheless, when supported by interesting facts why it went up or went down plus you deliver it in the most interesting, confident, and professional manner you can, it will more often than not grab your audience's attention that they want to know more.
  
  I think when Geoffrey said "quote a statistic," it doesn't mean purely figures. Of course you'll have to mention the how and why there. otherwise, the statistic would be nonsense.
  
  At least for me, a funny story is a bit risky because the heterogeneity of the attendees could mean having different levels/kind of humor. Introducing yourself is not so striking to start your presentation--CEO's wouldn't care who you are inasmuch as they would on what good can offer them. Thanking your contact could be done personalized outside the meeting (or mention him when the CEO's already invited you talk to them individually to close the deal).
  
  As you give the why's and how's of the statistic, you may also be summarizing the solution indirectly along the way, hence, explaining your presence.

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  34

  Dianmiller

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  quote a relevant statistic!

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  35

  areyring

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  what a fun quiz. thanks. but, I disagree with the "expert" comment - or rather, I think the answer might be correct, but only for the US. I live in Asia and in this part of the world, US Americans are perceived to be overly focused on numbers and measurement. Statistics are not as valued as they are in the US either (too bad, as I love them!). Here, some good opening comments that establish ones' expertise or credibility and are not seen to be arrogant seems to be a great way to start. Now, if you can wisely inject a statistic into this, then great.

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  36

  sam klapholz

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  What a thought provoking exercise, and to many of the
  points already made, the statistics that show the wide
  variety of answers on this question clearly show there are
  many different styles, that may be equally effective.
  What Geoffrey doesn't really know, even though he wants
  to critique all the responders, is how effective they
  actually are with whatever style they feel is most
  comfortable to them and gives them the most
  confidence. I did not see the best opening remark offered
  that I would have liked. The closest answer was
  summarize the solution, but solution to what? My best
  opener includes a combination of stating a problem and
  summarizing a solution. A statistic alone doesn't create
  any anticipation there will be a solution. We get statistics
  everyday in the news, but no solutions. My thought
  pattern with a stark statistic would be ok, so what. Unless
  the next sentence lets me know I'm going to hear
  something that will help me, then I'm onto my BB too.
  Don't waste anyones time, tell them what you're going to
  tell them, tell them and then tell them what you told
  them. Thanks for the good reminders.
  sk

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  37

  caddit

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  #1 "Introduce yourself. If it?s a big meeting at a customer site, somebody will have already introduced you."
  
  Please note qualifying keyword "if". If = not always relevant, only of certian criteria are met.
  
  What this indicates in the larger picture, as was indicated before, that every scenario is different and this is probably a moot point to even be discussing to finality. But your list IS an interesting review of the options that should be considered. Thanks.

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  38

  KMcG

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Dear Geoff in response to your reply on "riveting Story" and your response to "introduction" . I stated that I liked "Explain your presence" with a quick introduction followed by a riveting tale . You disagreed .
  
  Re Note 11:
  Riviting tale, eh? When was the last time you heard a "riveting tale" in a business meeting of any kind, anywhere?
  
  Geoff I'm sorry but we must live on different planets I have been to a number of business meetings where " the story " is brief but riveting and important to the success of the meeting.
  
  Some examples of great business people that used stories to capitvate audiences small or large.
  
  "Don Hewitt producer, journalist, creator "60 Minutes" It was in 1968 that "60 minutes" debuted and established a faithful following of millions that still tune-in every Sunday."The formula is simple: It's four words, every kid in the world knows: tell me a story. It's that easy," he said of his philosophy for the show. Hey Geoffrey Hewitt also went on to say that this simple formula is the success behind the world's most popular book 'The Bible."
  
  "Steve Jobs will be the star attraction when the Macworld Conference and Expo opens to the public Tuesday, but many Mac fans might be just as interested in hearing from one of the original Mac's creators. Andy Hertzfeld will be signing copies of his book, "Revolution in the Valley: The Insanely Great Story of How the Mac was Made" on the conference floor. Actually, the book's title is a bit misleading--rather than a story, its a collection of dozens of short stories that provide a unique behind-the-scenes look at the birth of the Mac"
  
  Sony,Louis Vuitton, Microsoft, Donald Trump, Lululemon ,Ford Motors, Ferrari, etc ,etc, The VIP point is likely history of BRAND or STORY. ie Listening to Mr. Akio Morito telling why they choose the SONY name.
  
  I also disagree with you on introduction , and so did several others , introduction is not all about me,me,me. First of all it's polite , & good manners and its good business . It's about very briefly what I did, why I did it, when, with who and where, to establish credibility ,lay down education and credntials so the audience knows you know what you are talking about.
  
  Re Note 18:
  Quote: telling people about yourself - Introduction - that lends credibility to why they should listen is critical. Who are you? Why are you telling me about this? Why are you the one to convince me? Why should I listen? If I don't start with something about me, how do I build a relationship?Wow. Hard to believe that you're making any sales at all with that strange belief set.
  

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  39

  DeonBasson

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  LIFE IS A PITCH...THEN YOU FLY.
  It is not what you say, but how you say it....and people differ so much in the way they want to be communicated to.
  
  Again I want to refer to the fact that our thinking preferences are major contributors to the strength of our communication and hence the ability to persuade people. Some people enjoy blasting facts, while others think it is boring; some people want to hear about the big picture, while others think it is too vague; some need variety while others need to specialize. Our thinking preferences differ from each other even more than our fingerprints, creating complete different styles of communication. However if you pitch in the style of the person you are Selling to, you will enhance your success rate dramatically. The 4 types of thinking preferences that we all have are :
  Visionary people are opportunistic, risk takers and enjoy new ideas. When talking to them talk about the future and the bigger picture, but don't be inflexible and don't play it too safe.
  Connected people focus on people and are emotional. When talking to them talk about people and family, be supportive and keep eye contact, but don't be insensitive or impersonal.
  Analytical people want all the facts and like to analyse. When talking to them talk with logic and prepare your facts, but don?t be too informal or unprepared on facts and don't create answers.
  Methodical people want order and get things done. When talking to them talk each point to conclusion and stick to an agenda, but don't be disorganised or introduce too much change.
  
  From the word go you need to pitch in the right style....no matter what you do.
  
  Giving facts and statistics to a connected or social person is boring for them, yet interesting to an Analytical person.
  
  Talking about defined solution to a visionary person is an insult to them, yet important to a Methodical person.
  
  Telling stories is vague to Analytical people yet important to Connected people.
  etc. etc.
  
  UNDERSTAND THE PERSON AND START PITCHING CORRECTLY FROM THE WORD GO. That is the most important.
  
  DO YOUR OWN COMPLIMENTARY PROFILE TO ILLUSTRATE WHAT YOUR PREFERENCE IS, BUT ALSO HOW TO UNDERSTAND OTHER PEOPLE.
  GO TO WWW.2INTERACT.COM and follow the blue arrow.

•  
  40

  SeaSide9991

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  "Bites of take-out between pouring over pages next to your lap top..(pause)..again"?
  
  1. Your audience knows who you are - that's why they are there.
  2. Your reputation as authentic, and achiever is well known - that's why they are there.
  3. They know your name, who you are and what you do....and are there to find out something you can do for them - besides, you were introduced.
  4. You need to know who THEY are, and your opening remark must hit to the core of evoking some sort of emotion. Emotions, experiences and senses like smell are what people remember. Perhaps you ask a question, which invites them to think and participate. - If they are likely to be someone living on the run - a professional who has time poverty....they are likely to be eating take-outs, papers and lap top a flurry....you hook their attention by implying: "I know you, I know exactly who you are, and saw you last night....." And they think, "Oh my God, she knows!"
  
  You follow through with something that brings relief and then makes them laugh....and then you get on with business.

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  41

  jad67

  09/01/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  The choices are artificially separated - how can you explain your presence adequately without also introducing yourself?

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  42

  Ian P

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  #29 @thecurvyjeweller. I'm not sure from your web site if you also sell face to face, but any small shopkeeper (owner of a small store!!) or market trader will tell you that to be successful you have to learn to size up you audience - the customer in front of you - in a second or so and make the presentation / sales pitch that fits her.
  I regularly buy my wife jewellry and we attend stores together to chose. Sometimes it is fun to watch the shopkeeper struggle to know who she/he is talking to as my wife and I have quite different approaches, but the very best sales staff engage us both in making a three way decision on what to spend our money on.
  
  @Geoffrey, in more than 20 years of professional buying no-one has ever quoted a statistic at me to open a pitch - not that I can remember.
  The way that real salesmen open their presentations is by soliciting my help. Little questions like 'Where can I put this?'. 'Shall I sit here?' and the like. These questions lead into a discussion over personal or environmental issues like 'busy day?' or 'miserable weather!' and the first ten minutes fly by in informal chit-chat. By the time we come to the formal presentation or pitch it is largely irrelevant as these best of salesmen have you involved in a detail discussion of your business, their product and a common solution. The slides or product demonstration are just slipped into the conversation to reinforce well made points.
  When I see salesmen use this more subtle approach I have a good idea they are people I will do business with for a long time

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  43

  laymansview

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  I think a lot of people responding to this post have forgotten the original scenario of making a sales presentation to a mixed unknown audience, and the original question of what is the best opening remark. I train business students to think very carefully about their opening remark because if you can gain people's attention at the beginning, you have to work hard to lose it, while if you lose it at the start you have to work very hard to get it back. So the best opening remark is something that will interest them, which Geoffrey's examples, statistics or factoids, will do. At the same time, providing they are accurate, they will establish enough credibility to be going on with.
  
  On another point, the difference between sales and business presentations, we train our students in sales presentations first in the hope that they will understand effective selling, because almost all business presentations are or should be actually selling something, even if it is a new idea or method of accounting. Perhaps this could lead to fewer boring ones.

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  44

  pravinraghuvanshi

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Dear Geoffery,
  
  I 've been following you with great interest and enjoy your analysis also. However, at times, I've differences also with your approach.
  Lets come to your dating theory, do you try the same approach every time you woo a girl for a date? Simple answer is no.
  No doctor ever gives the same medicine to all the patients. It is as per the needs. Similarly, depending upon the situation & the audience, you devise your own strategy as to how to sell your product (in this case ideas you are presenting ). A product is first bought in mind and then only physical transaction takes place.....
  
  I my mind... a combination of all the ideas presented in this forum are relevant and can be utilized flexibilty.
  
  One more thing, not necssarily all the academicians are good businessmen. If that was the case, all the Professors at Harvard would have been business tycoons...

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  45

  efarrugia12

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Dear Geoffrey,
  
  Thank you for your post. I would prefer the story over statistics for only one reason. I feel that the press abuse statistics to the extent that I do not believe them any more. Picking up your average UK newspaper, every statistic you see is worded for impact however if you spend a couple of seconds reviewing the context, you will find that the statistic is insignificant, far from surprising, and very hard to quantify. I have reworded presentations to senior managers to highlight that we were 'fairing 2% better' than last month which although factually true, really meant that we were under by 5% if a different approach to the estimate was taken. If I can do that, anyone can. In essence a good story could be percieved as a statistic that has been quantified.

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  46

  woodhouse6@...

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  One of my favourite posts ever!
  
  I spent ages deliberating over which was the best answer
  only to be shown that there doesn't seem to be one, as the
  votes demonstrate.
  
  I think this is because all of our customers are different and
  every presentation differs. Experienced sales people will plan
  their opening based on "who" they are meeting "what" they
  already know and "how long" they have been dealing with
  you.
  
  I love how the so called communication experts seem to think
  that there can only be one answer and will argue it to the
  death. Seems to me that they want communication to be a
  science and forgot about the art of relationships. Shame for
  you. You must be part of the group sporting a beard and
  wearing a cardigan. Guys, put down the pipe and go out and
  meet people. Communication can not be learned with a
  calculator and a slide rule..
  
  The answer is.. It depends.

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  47

  Geoffrey James, Sales Machine

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re Note 38:
  Quote: Some examples of great business people that used stories to capitvate audiences small or large.... etc.
  
  None of those examples are sales presentations. Different rules apply. For example, people watch "60 Minutes" for entertainment; I don't think anybody attends sales presentations for that exact reason.
  
  Even so, I seem to recall that almost EVERY "60 Minutes" segment begins with some kind of telling or arresting statistic or factoid -- not a story. They know they have to capture the audience's interest before they can grab for the clicker.
  
  With a sales presentation, you've got TEN SECONDS to capture your audience's interest. If you fail, out come the Blackberries. If you can do that by imitating the Bible, go right ahead.

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  48

  Geoffrey James, Sales Machine

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  IMPORTANT:
  
  I respond to many of the comments below in the new post "Presentation? You Got 10 Seconds!" Here's the URL:
  
  http://blogs.bnet.com/salesmachine/?p=5091

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  49

  dertan

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  I would out of rofessional courtesy Thank participantsd quickly then cut to the chase
  

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  50

  dertan

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Thank quick then cut to the chase and close

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  51

  4t5

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Thanks for asking this question. I appreciate the different opinions shared here and would like to add mine to the pile:
  Although I have used stats to set the tone of a presentation, back up some logic and prepare an audience for a desired outcome; I have found that the most effective way of gaining initial interest is to clarify why you are there. Why you are of interest to you audience and why they should continue to listen to you. As you say, poeple are busy and they need and want to understand if there is a valid business reason for them to continue to afford you there time. You must be relevant. I don't believe that a statistic can achieve that understanding on the onset. IMHO, stats serve more for stickiness. Stats are subjective: How were they collected? Who collected them? When? From whom? etc... not to mention that if used incorrectly they can come across as self serving. I remember attending a meeting once were stats had been used to set the tone of the meeting, however on of the execs in the room later offered counter-stats that were more relevant and industry specific; effectively tearing apart the presenters credibility. Kind of an uncomfortable moment for all.
  There is no denying that stats are a powerful tool and have an important place in presentations, however if you choose to use them be sure they are well selected and be prepared to discuss them to avoid uncomfortable situations.

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  52

  j.gies@...

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Msm1016 is correct, to a point, ?stories sell facts tell?.
  
  I would add that propriety suggests that we say ?thank you?. After all our sponsor has, spent capital to arrange the meeting and the organization has many valuable resources in the room. We should be grateful. This also gives us a chance to set the table. Busy leaders like to know where you are going in a presentation. If we start by telling stories and presenting benefits etc without the end in sight many will go back (in their minds) to solving the problem they were working on before they showed up for your demo.
  
  Now once we have said thank you and set the table, I have found stories to be the best way to engage buyers in the presentation. This is particularly strong if the story is about people with similar titles and in similar organizations.
  

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  53

  cpleatham

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  1. It's not about you - it never is. It's about what you can do for THEM. Therefore, who you are truly doesn't matter.
  2. If you can capture your audience with a startling, or at least interesting a relevant statistic - that shows you are an authority. Follow it with back up, and an teaser of a solution and you have their attention.
  3. Let them know who you are within your presentation by referring to a similar event(s) that happened to you which caused you to believe in your solution - or that caused you to re-evaluate your current methods and find a better solution.
  3. Funny stories annoy me. Dead serious on this one. I am not here to laugh - I am here to learn. If I remember a funny story, how is that going to provide the solution to my current problem? If I want to laugh, there are enough cheap comedy clubs to visit within a short drive from my house. Or youtube. That works for me 24/7.
  4. Funny stories are risky. Who I am is not why you're here. We need solutions, and need to know why they are the solutions.
  
  Just my 2 cents - or 1.5 cents in this economy!

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  54

  clarkm

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  I don't think that there is any one method that is truly better than the others and the voting statistics seem to support that thought. I believe there will always be a number of situational variables that may support one method over the others and there seems to be an issue of personal preference, both from the presenter perspective and the audience perspective. This might suggest that comfort level is important regardless of the actual opening remarks, and some folks have suggested the same. I think there may be a common theme and that is to get their attention in some fashion. How you do that is the risk and I don't think you can clearly chose a method without more consideration of the specific opportunity. I do; however, favor the statistical story idea.

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  55

  patrick.fuller@...

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  I deal with lawyers and CFO's - I can look around a room and see enough defense mechanisms to protect North America and Europe, all in one room.
  
  I've found that starting the meeting any way - whether with a stat, a story, a quick question - is best when it's couched the following way, with something like "before we get started...":
  
  ".....before we get started, I noticed that roughly 80% or so of the respondants disagreed with the author of this post, is that something that you all see consistently?".... or something to that end. It's small, it's trivial,, but I've found it incredibley successful as a way of easing into a conversation about the purchase they will make....

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  56

  Geoffrey James, Sales Machine

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re Note 55:
  I like the "before we get started" idea, because it flags your opening statement as being important.

•  
  57

  kuda0005@...

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Geoffrey - I get right out there and say this.....
  
  "I'm here to be engaging and relevant to you today so that you don't have the urge to pull out your Blackberry, your lap-top, or your iPhone." And I say it really loudly.
  
  I recently commanded a room of 50 people for a 30 min presentation with that opening line after 2 prior presentations that were so boring and irrelevant that the audience was using their mobile devices as I was being introduced.
  
  The remainder of the presentation consisted of me talking all about the audiences needs, and wrapping their pain around our solution.

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  58

  Geoffrey James, Sales Machine

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re Note 57:
  That would only work if what you had to say actually was engaging and relevant. If you opened with a funny story, they'd be back out again in a second.
  
  BTW, thanks for giving an example of how meeting protocol has changed in the smartphone era. The captive audience is a thing of past.

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  59

  trebohm

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Here's meager opinion.
  
  The customer doesn't give a hoot who I am, so starting out by introducing myself to them does not respect their time or provide them any value.
  
  Telling them why I am there, taking up their time, does respect their time - and it validates the efforts of my 'champion' in the organization (thhe person who leveraged their relationship with my audience to make this opportunity possibble). This also gives me the opportunity to thank my contact at the same time.
  
  Starting out by telling a funny story, summarizing my solution or quoting a statistic put's my needs ahead of my customers' needs. When I'm selling something I'm always trying to make them feel like their needs come first.
  
  This works for me and optimizes my results. But I'm sure other people do it diifferently, and there are probably a truckload of them making a lot more sales than me.

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  60

  wlbennett

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Quoting a percentage as part of an opening statement and then reiterating that same quote at the end of a presentation is very important. A percentage by itself without it being part of painting the overall picture in the opening statement could be a bit usless. Knowing who you are speaking to and having performed your homework to know a bit of the pain the group collectively has will always dictate your opening statement. However, percentages can be very emotional if delivered in that context and that is a good thing

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  61

  ndelany

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  I think we need a little humor here ...... how about this opening line ...
  
  " Good morning, this is not the first time today that I have risen from a warm seat with a piece of paper in my hand...."

•  
  62

  KMcG

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re Note 38:
  Quote: Some examples of great business people that used stories to capitvate audiences small or large.... etc.
  
  None of those examples are sales presentations. Different rules apply. For example, people watch "60 Minutes" for entertainment; I don't think anybody attends sales presentations for that exact reason.
  
  Geoff the SHAMWOW guy gives a good pitch in a very quick time and I think he tells me a fast story about his product.
  
  Don Hewitt was a television genius he based his success on the concept that PEOPLE LIKE A STORY. Geoff I mentioned Sony ,Mac, Louis Vuitton , Donald Trump , Ford, etc . If you don't think these people are SELLING by "telling a good story" most of the time, sorry I do .When Donald Trump comes to our town to do a Sales Presentation, I think it's safe to assume he tells a compelling story.
  
  From the mulitiple responses, there is no hard and set rule on which technique is the best. I like your "exciting" statistic concept. You live in awe of the "10 Second Rule" but I'm not so sure thats " written in stone" either.
  
  I have made my living by selling for many years now and I will use several of the good ideas posted here to improve my sales presentation.
  

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  63

  Geoffrey James, Sales Machine

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re Note 62:
  Trump and all the people you mention walk into a room preceded by their celebrity and fame. Unless that's true of you, I suggest that you stop believing that it's effective to imitate them.

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  64

  Geoffrey James, Sales Machine

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Just a point of clarification.
  
  OPENING with a story is very different than TELLING a story.
  
  OPENING with a story is a polemical device intended to gain attention. It's usually ineffective and often self-indulgent.
  
  TELLING a story is what your presentation has to do. And the story must have your customer as the hero and you as the sidekick who helps out.
  
  Very different animals.

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  65

  steveg29

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Good topic.
  I've read through the whole string of posts and only one guy, IMHO, post#35 areyring, has really put the customer first. It seems to me that he's suggested that you need to know your intended audience. I bet that almost everyone here says they do but from looking at the posts, they're mostly centred around THEIR perspective.
  Cheers
  Steve

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  66

  Hoffirm

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  While none of the openings are optimal, I voted for quoting a statistic, provided that the statistic is (1) dramatic, (2) not well known, and (3) relevant.
  
  The best opening is something that immediately seizes their attention because it is either unexpected, compelling or so completely different that you make an instant impact.
  
  There is a risk, however, to such an approach. You could lose a few "traditionalists" in the audience who might not appreciate a departure from convention. On the upside, they will never forget you.
  
  Adonis Hoffman, Esq.
  Chairman, American Business Leadership Institute and
  Adjunct Professor, Georgetown University
  Washington, DC

•  
  67

  josefernando63

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  As an international Motivator, Coach and Trainer in Sales & Marketing who has given presentations in English, Spanish and Portugese (to audiences with different cultural backgrounds), I think the core of the discussion here is to get clear TWO DIFFERENT POINTS:
  1- What?s the best opening remark
  or
  2- What will your audience remember from your presentation.
  
  We need to focus on Number 1. And then, what you need to loof for is HOW TO GET YOUR AUDIENCE'S ATTENTION. To do so, I would say from my own experience (as a Speaker and as an attendee) that quoting statistics is the best attention catcher ever.
  
  I actually HATE to give a presentation mostly based on statistics, however, a catchy quote based on statistics will help you the best. Have you ever heard or used this one? "The SECOND most common fear for humang being is DEATH... the FIRST ONE IS PUBLIC SPEAKING".
  
  J.F. Arenas
  C.E.O. CONNECTA International Marketing Consultants
  Coach, Motivator and Sales & Marketing Consultant

•  
  68

  Geoffrey James, Sales Machine

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re Note 67:
  Thanks for the interesting quote. BTW, the THIRD most common fear for human beings is to get b****-slapped by Oprah Winfrey. Little known fact.

•  
  69

  KMcG

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Note 63 Geoffrey Hey lighten up . I never once said to imitate celebs but I am saying that one of the reasons they are successful is they "tell a Good Story" . If your not a good storyteller try another approach there are plenty of ideas here.

•  
  70

  MikeDennehy

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Ohhh, it ain't what you do, it's the way that you do it
  It ain't what you do it's the way that you do it
  It ain't what you do it's the way that you do it
  
  And that's what gets results.

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  71

  Thirsty Leader

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Geoffrey, first time participant, and just finished reading all the posts...I enjoyed the fact that a simple question provokes a lively range of answers and useful advice from different points of view...
  
  Based on the question of this quiz, "What's the best opening remark?" the two critical points you present to be considered are "making a good impression" and "setting the stage for the rest of the presentation," in which case establishing credibility early with a statistic/factoid/evidence-based comment seems to distinguish a sales presentation from a general promotional one...If the ultimate objective is to sell, I agree with you and others that have posted before me that grabbing an executive audience's attention from the onset is the most effective way to open a presentation or talk that in the end is designed to persuade key audience members to want to buy from the presenter and/or the company he or she represents.
  
  Having an audience mentally respond in the first ten seconds of one's sales presentation, as you say, to consider a thought-provoking statistic is huge, whether they are impressed or find it hard to believe, as during the rest of your presentation they will want to hear relevant information from you in relation to the statistic....and this is where I also believe and agree that a stat that provokes thought and/or some form of emotion in a suddenly attentive audience of decision makers, stakeholders and influencers can set the stage and provide an effective transition to the body of one's sales presentation. Of course, a strong stat can then be enhanced by one's ability to engage the audience through concise story telling and anecdotes, a confident and comfortable personality and speaker/presenter presence, etca...
  
  Just my two cents.
  
  Thanks for generating an informative list of best practices!
  

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  72

  KMcG

  09/02/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  The Good News is you've all got 10 seconds......
  quote from Glengarry Glen Ross...
  Blake: You certainly don't pal. 'Cause the good news is -- you're fired. The bad news is you've got, all you got, just one week to regain your jobs, starting tonight. Starting with tonights sit. Oh, have I got your attention now? Good. 'Cause we're adding a little something to this months sales contest. As you all know, first prize is a Cadillac Eldorado. Anyone want to see second prize? Second prize's a set of steak knives. Third prize is you're fired. You get the picture? You're laughing now? You got leads. Mitch and Murray paid good money. Get their names to sell them! You can't close the leads you're given, you can't close s**t, you ARE s**t, hit the bricks pal and beat it 'cause you are going out!!!

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  73

  ganesh@...

  09/03/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  I find almost 99% of all the contributions talk about one SINGLE thing though 85% have different expressions
  
  Did i grab your attention with this statistics? and possibly i have taken less than 10 seconds as well
  
  all your gurus know i can justify my stats too...
  
  dramatic stats are better than stories as stories might stand lower in authenticity...
  
  but kudos for this super topic and discussions

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  74

  dohashawki

  09/03/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  I agree with @jimmsp
  A lot of CEOs and decision makers need to be reminded why
  they are here. I think that it is normal to start a
  presentation with briefly and quickly introducing yourself and
  reminding everyone with the aim of the meeting and then do
  your opening remark that will attract your audience. If you
  have some relevant statistics then start with them to impress
  by the numbers. And if you have an interesting story to
  support the numbers then that would be great

•  
  75

  Sunilhere

  09/03/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  I beg to differ with you Geoffrey. In my opinion start a presentation with a bit of humour and end it on serious note- Hard facts. What you are suggesting should come in the middle or in the end.

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  76

  Geoffrey James, Sales Machine

  09/03/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re Note 75:
  I agree completely, if the purpose of your sales presentation is to sell your services as a comedian. See:
  
  http://blogs.bnet.com/salesmachine/?p=5145

•  
  77

  jenburk

  09/03/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  How about starting out with a question, like "Raise your hand if you know why we are meeting here today"...

•  
  78

  Geoffrey James, Sales Machine

  09/03/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re Note 77:
  Blackberry time.

•  
  79

  Sunilhere

  09/03/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re note 76
  Your response brings out a query: Geoffrey, your conclusion ( X is the best opening statement) is based on data collected globally or is it specific to a country/region
  

•  
  80

  Giggs9

  09/03/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  An excellent array of professional advice, thank you. However, what are your opinions on how these tactics are used in China? Most of the time depending on the type of decision maker I am in front of I usually start with a profound statistic that they aren't aware of which should make them realize that that's why they should be doing business with me. Anybody can research stats, but no one can create depth and meaning behind a firms products or services without a "get over here and listen to this" story.
  
  So tell me what you think how we should do it here in China?
  
  Much appreciated.

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  81

  ghog

  09/04/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  At this moment i Think you have passed "the first date" this is the date when your girlfriend is introducing you to her parents. So you are already sold in as a good person.
  
  Thats why i believe "the 10 seconds rule" is not very important here, but I do agree that a good opening is important, but I am not surer the author has the right answer.
  
  I think its always a good idea to properly introduce yourself and tell why you are there.

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  82

  Geoffrey James, Sales Machine

  09/04/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re Note 80:
  I'm not the best person to ask, since I do a limited amount of business in China. Sorry.
  
  Re Note 81:
  Not sure what you're talking about with the dating thing. I'll say this, though. If you want to date somebody whom you don't know, simply going up and introducing yourself is far less effective than having something memorable and relevant to say... and then introducing yourself.

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  83

  tmickel

  09/04/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  As is usually true in other areas of sales the success of the opening remark is going to have much more to do with the person and personality than it will the actual words they speak. Those that do well in sales typically have an above average ability to communicate and connect with their prospects. I have know sales professionals that could have started in any of the above ways, instantly connected with those present and utilized the meeting to move closer to the sale.
  
  I actually voted for using a stat, but I think that's more because that's what I would find the most interesting. I think the other piece to this puzzle is going to be the temperaments and personality types of the audience. While a stat is great for me, a funny story will probably work better for someone else.
  
  When it's all said and done, people are going to buy from those they like and trust. Whichever opening remark is used, it should be employed to build that trust or 'connection'.

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  84

  Geoffrey James, Sales Machine

  09/04/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re Note 79:
  Research? That's a good idea. Not sure how you'd go about it, though.

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  85

  RAPike

  09/04/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  "Ten million people are about to die" is just about the only statistic that would be effective in an opening line. Anything else is next to useless. Nobody remembers them--ever.
  
  The best line one compels people to listen to line two. Most often, as has been noted above, that's a story. Stories have been demonstrated to be the most involving way to gain an audience's attention. Asking a question also works; though, because it's a device that's been heavily used, it now requires something "edgier" than, "Do you know why you're here." Still, there's a reason that the technique has been over-used: It works.
  
  The unexpected declaration" is also a powerful opening. Finding a strong statement that surprises your audience instantly garners their attention.
  
  Save the statistics for your book. It's the only place they'll be useful.
  

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  86

  steveg29

  09/05/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Geoffrey,
  Your response to note 80 shows that your comments and in fact the entire thrust of your arguments are probably US centric. In case you hadn't noticed, the Chinese, the Indian, the Australian and other economies are moving ahead and approaches to the people with whom you have to sell in those economies are radically different to that which is successful in the US.
  Perhaps the better title of your question should have been What's the best opening remark in the US?
  Cheers
  
  Steve
  

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  87

  Venunye

  09/06/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Well, I never go beyond my borders yet to transact my egos with anybody but let me observe here that in my home country company and from my point of view, few years of experience and working as a media-consultant and administrator in the private sector - I only remembered blending my statistic and basic-speech a theory I thought and adapted to sort-out any inconvenience during presentations and is mine necessary tool.
  
  But in any-case, I belief we have two group of society and also, they alas belong to different school of thought and behave differently depending on environment and circumstances as culture and traditions exercise a major role here - which allow some self-trust first before second-party consideration; however people like grammatical theory more often and is a good starting point with little mathematical input.
  
  Let observe that and leave the statistical decision for the planning ranks
  
  Venunye R.G. Attipoe
  Ghana

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  88

  jengel@...

  09/06/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Many great comments and insights. For pitching the C-Level (which I've seen and done over hundred times- both with success and disaster), three things seem consistent:
  1. Get to the point fast (who are you and why are you there and why should be listen).
  2. Have a great 'hook' that is meaningful. Funny stories are nice, but quick, hard-hitting stories that directly relate to their situation tell them you know their pain (toss a compelling stat in and you have their ear).
  3. Give them the answer right away and THEN the presentation should support it. C-levels typically are impatient and ready to go to the next meeting. To many tiems we tease them with stories and stats and approaches when, fundamentally, they are paying us for solutions not explanations.

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  89

  Sunilhere

  09/07/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Refer note 86
  You are absolutely right Steve. I have communicated the same in point no.79.
  
  Geoffrey, reading some of your response, gives an impression that you are too obsessed with your ideas.
  

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  90

  warmsoul

  10/07/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Few points from my experience both as a speaker and a
  listener:
  1. be short and attention catching (or you'll lose part of the
  audience)
  2. be it a statistic - like Geoffrey or Anthony Ethan (#20)
  say - a good short storytelling or even a question/poll, you
  need to make audience think (differently) to a thing they
  already think they know. So they will follow you till
  the end to see the solution. For ex. unveil the real effect of
  a behavior, disclose the size of a phoenomenon they feel but
  don't weight yet/correctly...
  3. saying that 80% of poll answers disagree with Geoffrey is
  misleading: 80% of participants disagree with all others. That
  is: there's no shared opinion. It does not tell us what's right
  4. IBM approach is working and I used it for trainings. Not for
  business/commercial pitches. It's more about forcing a
  concept into a closed mind rather than gaining audience
  commitment. I don't think it works with CEOs or any decision
  maker of a certain level.

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  91

  dohashawki

  10/19/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Hi Geoffrey,
  
  Just wanted to update the comment I mentioned....I had a
  presentation to do in an event last Saturday. It was not a
  sales meeting though, it was a one day event where I spoke
  about the business benefits of the new Adobe AIR technology
  and how organizations can benefit from it in their relation
  with their customers.
  
  I decided to try your technique and I started with numbers.
  It worked, I grasped the attention of the audience and then I
  got into more details of my presentations
  Just thought I should inform you of ... Thank you

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  92

  Geoffrey James, Sales Machine

  10/19/09 | Report as spam

  RE: QUIZ: What's the Best Opening Remark?

  Re Note 91:
  Yeah, it works. It's got to be the right kind of number, though. It's got to tell a story - and be surprising at the same time.