6 Cold Calling Scripts that Win!
Doyle Slayton | Jan 17, 2010 | Comments 10
If you look at the Lijit search widget on the right side of my blog you’ll see that the most popular topic readers search for is… Cold Calling Scripts. I find it interesting because using scripts is one of those “BIG Debate” topics that sales people and their manager often argue about.
In my very first management role I wanted everyone to, “say it just like I say it …word-for-word and you’ll close more deals!” I quickly learned it was the wrong approach. I got a lot of push back, and my sales people would always revert back to saying it their own way.
That’s when it hit me. People need to understand the “principles, strategies, and tactics” behind the words they choose. Once they understand why they are saying it and have a very specific reason for each word they say, then each person can create their own word track.
When you ask me for a script, I start by sharing the techniques and “behaviors” for each phase of the call. Then, I’ll share the word-for-word tracks I use. As long as you understand the principles, you can choose between using my script, or you can create your own! Join me on my next webinar…
6 Cold Calling Scripts that Win!
Wednesday, February 3, 2010 12:00 PM – 1:30 PM CST
I know cold calling can be very frustrating… BUT, if you are using the right strategies and tactics, cold calling can be very effective.
Nearly 100% of my sales begin with a cold call!
This 90 minute webinar will teach you how to…
1. Have the receptionist put you through… no questions asked!
2. Open the call
3. Uncover needs
4. Determine who the decision makers are
5. Schedule more appointments!
6. Systematically create a follow-up strategyBONUS TIP: I’ll answer the question, “Should I leave a voice mail?”
I’ve reserved only 200 spots!!!
Sign up today for only $79.00 and start getting more results from your Cold Calling efforts!
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Filed Under: Blog • Fun-n-Stuff • Sales
Doyle-
Great topic! Most salespeople and sales managers who had / avoid scripts do so because (they think) they’ve never heard them done well. This little article may debunk some some of those myths:
http://www.writingdeals.com/writing-deals/on-phone-scripts-email-templates-word-tracks.html
We tell our internal lead generation team and clients alike that you need to create 2-3 sets of talking points as guides. Multiple sets of talking points give you the ability to make the flow of conversation more natural. If you get stumped, you always have another option.
Cold calling sucks… But it’s extremely important to a well-rounded sales strategy. And it’s the most useful tool a sales person can have in a tough economy. No matter how bad a company is doing financially, they will ALWAYS pay for talented people who can drum up more business. Cold calling is the fastest, cheapest way to build business…too bad it’s not the most fun or the easiest!
Any help in this area is welcome by all those who’ve been shouted at and hung up on.
Personally I love cold calling. If I can share tips with you, it would certainly be my pleasure!
Please feel free to Link with me on LI; I would love to network with you!
Best,
Joni Fisher, CSP
Fisher Search Group
jfisher@fishersearchgroup.com
There’s no such thing as a cold call. Not everyone is meant for sales.. My parting thought for you is: “You’ll never know what your next call will bring. It might generate the largest sale in company history” If you have a winning attitude you’ll go much farther, help more customers and make more money. That my darling is why I will always make the big bucks! Network with winners. My email is outstanding2day@yahoo.com
Doyle,
I agree to what you have to say here. The selection of words and how and when we tactifully use it,that is the timing, is very important! It’s only our voice, tone, pitch, words, and how well we can mirror the other person on the phone can GET US THE BUSINESS!
What I also think is, as a cold caller, we want the PROSPECT just to listen to our pitch first and hence we forget that we should also LISTEN to WHAT THE PROSPECT IS NOT SAYING and HEAR WHAT HE IS SAYING!
Good luck!
Best,
Heena
Social comments and analytics for this post…
This post was mentioned on Twitter by cwicker12: Do as I say, Not as I do to close more deals! Learn the script and then make it your own! have a sales personality http://ow.ly/XwC7 #sales…
“When God wanted to punish sales people, he invented cold calling”
This is right off my cold call script & talking points – I got it from someone else who was training me on cold calling. He started with a question: “Do you think any good actor just walks on the stage and performs flawlessly? Then let’s not expect to pick up the phone and make a great call without scripting, practice, and practice. Practice involves a stopwatch and a mirror, and using the mirror during your scheduled calling times.
Scripts are ok tho they need to be flexible . What matters is some call preparation i.e some background about the person/ company you are calling on , it helps to build some common ground before you use a script about what you are selling .
I agree with most of the things said here -you never know when a cold call is going to get you the next big sale and if you don’t like cold calling you are not meant to be a hunter. It is best to start with a very well written script and then go to a points to cover loose script to sound more conversational.