Winning Phone Scripts
Develop a winning phone script that gets you in the door and in front of a potential customer.
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I use simple scripts like this every day in my business and they work. Now I have to admit that there isn’t much to this - I like to keep it simple and to the point. Because my call is an interruption in my prospect’s day it shows respect for their time and quickly gets me to a yes, no, or maybe answer which then opens the door to dialogue.
But most people find writing scripts hard because they over complicate the script or put in cheesy lines that make them sound un-natural. One way to avoid this is to just stand in your prospect’s shoes and consider how your script sounds on their end. If you wouldn’t like it you can bet that they won’t either.
Once you have your scripts together practice them into a recorder until they sound natural and conversational. This is something Mike Brooks says is essential to perfecting your scripts. You want your scripts to roll off your tongue automatically. The last thing you want to do is to be thinking about your next line while you prospect is giving you valuable information that could help you close the deal.
I also recommend investing in yourself with books and audio programs that will enhance your script building skills and provide you with templates that will make the job easier. Some of my recommendations include:
The Complete Idiot’s Guide to Cold Calling by my friend and Executive Sales Coach, Keith Rosen
Cold Calling Techniques: That Really Work by Stephan Schiffman
Cold Calling for Women: Opening Doors & Closing Sales by Wendy Weiss
And I highly recommend Mike Brooks’s amazing new book:
The Real Secrets of the Top 20%: How to Double Your Income Selling Over the Phone. You can also find Mike Brooks’s Complete Book of Phone Scripts and other excellent inside sales resources on his website at www.MrInsideSales.com.
Of course the most important key is to get started. These tips and resources mean nothing if you don’t take action. However, when you take time to perfect your scripts through analysis, skill development, and practice, over time your scripts will become second nature, your confidence will improve, your income will increase, and you will move into the ranks of the elite Sales Professionals in your company.
This is Jeb Blount, the Sales Guy. If you have a sales question please send it to firstname.lastname@example.org.
Business Man on Phone image from Shutterstock