“I don’t need to use a cold call script” is what a lot of sales people will say or think when the subject of a cold call script is mentioned. And when someone says this, it is usually because they either think that scripts are for junior sales people or for those that work more in an inside sales role.
But the reality is that all sales people can benefit from using some sort of a script and this includes those that have years of experience and/or work in outside sales.
If I thought like those that oppose cold call scripts, I could easily conclude that I do not need a script as I have a lot of experience and I am more of a business owner than an inside sales person. But we can actually take that conclusion to the next level for me as my business is centered around cold calling. I teach others how to cold call better. I wrote a book on cold calling. I developed a software application centered around what to say and ask when cold calling. I have made and analyzed thousands of cold calls.
Based on all of that, I surely don’t need to use a script when I cold call someone, right? – Wrong, we all can benefit from using a cold call script and here is a breakdown of recent cold call of my own to demonstrate this.
I was calling a Director of Inside Sales looking to create establish a conversation that might lead to talking about SalesScripter (generate a lead). I have built a cold call script for this campaign in SalesScripter but was making calls without having that script in front of me or without reviewing it prior to making calls.
Here is the intro and I am OK with how this went.