It may seem like a challenging task while writing good calling scripts. There are very clear things that can be done to make your scripts more powerful.
1. Confirm Availability
A question to confirm the prospect’s availability is a powerful thing to insert at the beginning of calling scripts. Asking the prospect if they have a moment or if you have caught them in the middle of anything is a great way to do this.
Some may argue that you’re giving the prospect an open door to give you an objection as well as providing them with a simple way to exit the call. One way to think of it is that when they answer your call, it’s as if you’re standing at the door of someone’s office. By not confirming if they’re available to speak with you, you’re barging in and sitting down in their office. Obviously, that can have a negative impact on the level of rapport.
When asking a question to confirm the prospect’s availability, you’re likely to stand apart from the average sales people out there. This gives a little bump to the level of rapport as well as buys you a couple of minutes to work with.
2. Communicate Value
Another key thing that needs to be includes in calling scripts is language which communicates the value that you have to bring to the table. Keep in mind that value is the positive impact that your products and services will make on prospects.
Most salespeople very easily fall into the trap of speaking primarily about their products and what they do. That is great, but what the prospect really is concerned with is “what is in it for me?”. By communicating value, you are telling them this.
3. Qualify the Prospect
Be sure to include qualifying questions for the prospect in your calling scripts. These questions will determine whether or not the prospect is a good fit for what you’re offering.
Qualifying questions help make cold calls more conversational while also helping you decrease the amount of time spent with prospects which only stand to waste your time.
4. Find Pain
It is helpful to fully qualify the prospect and find pain that the prospect may be experiencing in areas your products and services influence. Something that’s not working well or could be better is pain.
Qualifying questions may uncover pain, but if not, you can share pain examples which are common for other clients. By having some examples in your calling scripts, you’re prepared for this.
5. Build Interest
It is imperative that your calling scripts are able to build some interest with the prospect. When interest is absent, the prospect will most likely not agree to take any steps forward after the call.
By including statements in your calling scripts which are designed for triggering enough interest, you are most likely to achieve getting the prospect to agree to at least speaking more after the call.
SalesScripter provides a sales script tool to help sales pros to develop calling scripts.