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Setting Up Your Cold Calling Script
| Guest post by: Alen Majer |
Article Overview: The keys to set up your cold calling script are to adapt a conversational tone; don't rush through your introduction and listen - really listen - to the person you are talking to. At times, this may mean that you will deviate from the script somewhat: but that is okay, as long as you are developing rapport with who you called and a friendly conversation is developing.
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Free Download - How to Handle Price Objections - Part 2 By Alen Majer |
Setting Up Your Cold Calling Script
"Should I follow a script when cold calling?" A few of the benefits of using a script are:
■You can practice reading from it before you call to help you sound more knowledgeable, professional, and in control
■The script contains a list of common objections, with suggested responses
■Reviewing the script will allow you to become more familiar with your product/service
However, there are a few disadvantages of using a script:
■ It may sound like you are reading from a script and just going through the motions. This is often done with no passion whatsoever, and many potential customers will pick up on this immediately■Many people who are forced to listen to a script reading will feel like their intelligence is being insulted, and may also feel like they are not being addressed personally - but instead are being treated like a number, rather than a person
■Many new cold callers will read through the script too quickly, and consequently fail to pick up any responses from the listener...until the line disconnects
■Scripts are often filled with cliches such as "Congratulations! You have been selected..." or some phoney sounding story such as "you won't believe this, but our warehouse has just been damaged, and we are getting rid of out inventory at unbelievably cheap prices, so this is your lucky day" or "put your buying hat on, and grab your buying pencil" or some other such nonsense.
Therefore, when all things are considered, most successful cold callers use a script - but make it sound like they don't. This means knowing what you are going to say, and how you will handle objections.
The keys to this are to adapt a conversational tone; don't rush through your introduction and listen - really listen - to the person you are talking to. At times, this may mean that you will deviate from the script somewhat: but that is okay, as long as you are developing rapport with who you called and a friendly conversation is developing.
Finally, read the script, and if there are words in the script that you normally don't use, and feel uncomfortable using them, then don't use them! They will sound phoney and insincere, and may result in losing many sales.
By keeping these ideas in mind, the script can be a fantastic and useful tool.
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Article Tags: active listening, cold calling, cold calling scripts, cold calls, creating rapport, how to cold call
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About the Author: Alen Majer RSS for Alen's articles - Visit Alen's website Alen Mayer, Canadian Sales Expert, is fiercely committed to guiding Entrepreneurs and Sales Professionals to improve their sales knowledge and skills so they can achieve extraordinary sales results, close more sales effectively, and learn more to earn more. If you are looking for a proven Sales Expert who will show you new ways of getting more clients in less time, how to book more appointments by fighting phone resistance, and learn new ways of handling excuses and objections to excel in sales, you've come to the right place. With 20 years in sales and 10 years of experience working with amazing clients with similar worries and concerns and guiding them to achieve remarkable success, my mission and commitment is to help sales people achieve their goals faster than they would without my guidance. I am living proof that you don't need to be a natural-born salesperson to be successful in sales. What lights me up about this work and what sets me apart from other service providers is that I believe that sales is a process and that process can be taught. You always need training. A great salesperson is always trying to make him or herself better. Alen is author of these books: ■ Selling IS Better Than Sex - www.SellingIsBetter.com Sales Training Programs: ■ Get More Appointments TM Summary: - 20+ years in international sales and business development, 10+ years in sales management, coaching and training Alen has inspired audiences from St. John's to Vancouver, and across North America and Europe. Whether a business conference, association meeting, or other event, every aspect is planned and coordinated to maximize attendee value. As keynote speaker, Alen achieves your objectives. To book Alen Majer, one of Canada's top sales experts, please send an email to alen@alenmajer.com.
Click here to visit Alen's website   3 reasons why you lose a sale |
Related Forum Posts
Re: What to avoid when cold calling?
- At the time of Cold Calling we should avoid price increases for products and unavailability.
Re: How to develop sales contacts?
- Everyone has the right idea here. Depending on your business, there are different techniques that you could use. For consultants and sales heavy businesses, there are three tactics that I have found especially useful in my business:
1. Attend Networking Events
2. Cold Calling
3. Referral Program
4. Affiliate Program (most successful)
The affiliate program was successful for me, as I hooked up with a franchise consultant, and he gave multiple unit businesses that needed my credit card processing services. I highly suggest you hook up with a sales partner, and give him a cut of the monthly revenue.
Re: Direct Mail Postcards
- Post cards would be really expensive to send from Japan...but one way to advertise that is not expensive from overseas is by Cold Calling using cheap VoIP equipment. I know Japan has a really good internet connection, so as long as you are willing to stay up late, it might be an option.
I cold call from Thailand far, far away from any city using a CDMA wireless internet connection and have had pretty good results. I find tho, that cold calling works best for business 2 business (b2b), rather than b2c products.
--matt
Re: Cold Calling
- As long as people are out of jobs, you'll probably have a lot of people who say they want to work for straight commission, but if they don't get paid fairly quickly, they usually move on. We've run into that and went through about 500 people (whose resumes looked really good) until we found about 3 good resellers. People just don't want to work for anything. Or they do a good job getting the business but don't do the follow up necessary to make the sale......so they move on thinking they need money NOW. Our business requires all cold calling as well. It's really tough for people to perfect that but there are a lot of good books out there. On is Cold Calling Techniques, by Stephan Schiffman
Re: How do you monitor what people say about you in the web?
- Setting up Google alerts for your keywords can give updates about your site. Also the publicity you create in the social media sites will do help too
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