Accelerating Business Growth

Wednesday, November 29, 2006

"How Good is YOUR Opening?"

We were running one of The Pti Training Academy boot camps last week and a key element of the 3 day workshop is all about having a powerful opening.

Part of the pre work the delegates have to do before the workshop is to write down the opening they currently use when opening the training workshops they run. For many this is a cathartic experience and the feedback normally goes something like this:

“I’ve never really thought about it before”

“I’ve never written it down”

“I don’t really have one; it’s just what comes out when I start”

“I kind of have a framework, but it depends on what happens on the day and how it comes out”

Interesting responses!

So, on the programme all the delegates deliver their openings – then we run through the WHY – the benefits of having a POWER Opening.

Now when I’m talking about a power opening I’m talking about a structured, grooved, well rehearsed opening which instantly builds creditability, captivates the audience and positions you as the professional you want to be.

Start Off Well And Momentum Builds…

Whenever I talk about the power opening I liken it to the athlete coming out of the blocks for the hundred metre sprint. You start off well and momentum builds. You start off slowly and boy is it difficult to catch up.

What other analogies apply?

How do you feel if you’ve ever overslept or lay in? Isn’t it amazing how you spend the rest of the day playing catch up! Or…

Monday morning comes around and you didn’t make time on Sunday to do the 2 hours of work you promised yourself you’d do. How does Monday go? Yes – always playing catch up!

Back to the Power Opening…

Now I’m not just talking here about the opening you use to open a training event – it can apply to so many other areas: Your monthly board meeting, a critical meeting with a Client, the opening for a sales meeting, a telesales call. There’s so many practical application.

I wish I had a pound for every time I’ve put a sales person on the spot on one of their sales programmes and asked them to say the opening they use when attending the most important sales appointment of the year.

Pti has a Client is Leicester – they’re in the labels business. We’d implemented a new sales process with them – a key element being the power opening.

The opening which they now use goes like this:

“Well Royston, thanks very much for agreeing to see me today. As I understand the purpose of the meeting today is to discuss three key things. Firstly to understand more about you and the business, secondly to understand more about your current and future label requirements and thirdly to ‘demonstrate’ why Label Apeel should be you partner of choice.

I’ve been thinking about our meeting and I’ve prepared an agenda, is there anything you’d like to add?”

What impression do you think this created in the mind of the potential Client?

Professional? Prepared? Different from the competition? – You bet!

And the sales person – how did they feel? Powerful? Confident? In control? Absolutely!


So there you have it, my brief insights, key benefits and importance of having power openings for those critical meetings or presentations.

If you have a sales team what’s the opening there currently using? A telesales teams what are the first few words they utter and even the front of house or receptionist. How good is their opening on the telephone or for Clients walking into your offices?

I love this expression:

“In a world where the BIG things make little difference it’s the little things that make a BIG difference!”

Your power opening is a little thing which can make a BIG difference!


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