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Do you have an effective cold calling script that makes you feel
confident when you pick up the phone? Or are you afraid and
feeling like your telephone weighs twenty pounds? A key to
building confidence and overcoming the fear of the phone is to
have an effective cold calling script.
Although there are more effective ways of reaching prospects,
the cold call can still make you money if you have the right
script. However, having a cold calling script is not the end
all. You need to practice your script over and over until it
flows off your tongue. You don't want to sound like one of those
telemarketers reading the words regardless of what you say. Cold
Calling Script Outline
First you should do your homework and find out who the decision
maker in the company is and ask for them personally when you
call. Address them as Mr. or Ms. and their last name.
Then give them your name and company and thank them for their
time and let them know you will be brief.
You should further introduce your self with a short commercial.
One sentence that sums up simply and clearly how you can help
them solve a problem.
Next ask them a closing question which further shows the
benefits of your product or service.
If you get a positive response, close for the appointment.
If you get a no, then you should have another question prepared
stating another benefit of your product or service or be direct
and if the benefit you are offering important to them?
Also let them know that the appointment they are setting will be
brief.
I have many times said to prospects... I need about 10 minutes
of your time to show you the benefits of my product or service.
At the end of the ten minutes if you believe our product or
service is not for you I'll leave.
Is that fair?
Be prepared with answers to their objections ahead of time. You
know what they are so be ready with answers. Sample Cold Calling
Script
Good morning Mr. James, My name is Sally Jones with Lessmony.
I appreciate you giving me a moment of your valuable time this
morning. I promise to be brief.
I specialize in helping trucking companies boost productivity
and reduce costs.
If I could show you a way to improve productivity and reduce
fuel and mobile phone costs, would you be interested?
(If you get a yes, close for the appointment.)
I need about 10 minutes of your time to show you the benefits of
my product or service. At the end of the ten minutes if you
believe our product or service is not for you I'll leave.
Is that fair?
Would tommorrow at 10:15 be good or would Wednesday at 2:45 be
better?
(Then thank them and restate the time and the location of their
office.)
Great, I will see you Wednesday the 29th, 2:45 at 2009-2015
Clearwater Avenue.
(If you get a no, ask another benefit question or rephrase your
first question)
So, improving productivity and reducing fuel and mobile phone
costs isn't important to you?
If you feel you may have a good prospect, keep closing, if not
hang up and move on to the next.
Much of your success in sales will be determined by how much you
prepare. This cold calling script is only one of many, however,
it will give you a template to use to get started. Get a script
that works for you, memorize it and use it to convert more of
your calls to appointments.
About the author:
Jim Klein provides salespeople with effective strategies to
increase their business while working less, guaranteed. Get free sales training by subscribing to our free
newsletter "The Sales Advisor".
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