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02/24/2026
The Key to a Great Sales Pitch
Source: Bill Farquharson, February 23, 2026
The first thing on your list today is prospecting. You have your prospect names ready. You have set the time aside. Business sucks which means you are properly motivated. All systems are go!
But what if the unthinkable happens? What if someone actually answers the phone? Oh, the horror! You are only ready for this rare event—and in fact you are only ready to do any prospecting at all—if you can finish this sentence confidently: “The purpose of my call is...”
Is it to talk about your products and services? Well, yes, but do you really think anyone cares?
Is it to ask them about their business and how you can help? Well, yes, but do you really expect anyone to take the time?
Great openers grab attention because they speak to a business problem, not a product catalog. And they’re clear, concise, and client-focused.
Instead of, “We do printing and signage,” try: “The purpose of my call is to help companies like yours increase event visibility with high-impact trade show signage.”
Wait, how do you know they need high-impact trade show signage? It’s right there on their website.
You’re not selling stuff. You’re offering solutions tied to goals and business needs. That information is there for the taking. Do your homework.
Ditch the salesy script. Speak like a consultant.
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