In order to make your phone script more powerful, you can do some very simple and clear things.
1. Confirm availability
Include language that confirms the prospect is available to talk to you for at least a couple of minutes at the beginning of your telephone script. By confirming the prospect is available, it positions you for a better sales call and helps you take a step forward with building rapport with the prospect.
The prospect is typically busy when you call them. You want to identify whether they are at a normal level of busyness or if they are extremely busy. Extremely busy would mean the prospect is in the middle of a meeting, fighting a fire, on the other line, and so forth. In the event they’re extremely busy, more than likely it isn’t going to be a good time for you to attempt progressing forward through your phone script.
2. Communicate the value
Commonly, salespeople spend most of their time talking with prospects about their products and services and leave out details about how those products and services help their clients. Essentially, those details are the value that we offer. Developing our phone scripts so that we talk more about our value than our products leads to more powerful impressions and conversations.
3. Ask qualifying questions
One of the most valuable resources you have is your time. It is unfortunate that you can’t buy more time when you run out and/or add additional hours to the day. Because of this, decreasing the time spent with prospects with a low probability of purchasing anything and asking qualifying questions in your phone script helps with that.
Asking qualifying questions helps make cold calls more engaging by getting the prospect to talk more instead of being a one-way conversation where the salesperson does all the talking. In addition, asking a few questions helps decrease their guard by making them feel like you’re ensuring they’re a fit before you try selling to them.
4. Share some pain examples
Finding out what challenges the prospect is experiencing helps improve your results. Sharing some common challenges or pain examples that other clients or prospects have is a way to do that in a cold call. Check in to see if the prospect can relate or has any of the same challenges after sharing a few examples.
5. Share some name drops
Sharing name drops and stories from your existing and past clients in your phone script is a way to build interest and credibility. Include details about how you helped them and the more quantifiable you are, the more powerful your sales script.
SalesScripter provides a sales script tool to help sales pros write a phone script.