The following are seven things that youll want to avoid when putting together a :
1. Dont do all of the speaking
The most productive and powerful conversations are two-way conversations whereas both parties are contributing and engaged. Try doing what you can to create conversations which have this dynamic in which both parties are involved and talking.
It is understand that youll speak with many different types of people where some will be more talkative than others and you have no control over that. But you can control how you design your cold call sales script as well have the script structured to where there are moments when the prospect is prompted to speak and answer questions.
2. Dont share your title
Many sales people share their title as well as the role in their internal organization in the introduction of their . As an example, someone may say, And Im the regional sales manager for distributed application systems.
The sales person may take pride in their role and that title may mean something when theyre speaking with other people in their company, but that information means very little to the prospect which, in turn, just wastes valuable time during the cold call. In addition, sharing a sales title might create a negative impact because it has the potential to trigger the prospects guardedness when they hear youre a sales person.
3. Dont talk about your products and services in your introduction
Try avoiding talking too much regarding what youre selling in your introduction in the cold call sales script. This tends to trigger the prospects guardedness. When youre talking about products and services, theyll start thinking, Oh wonderful, another sales person trying to make me buy something and, as a result, they can begin to shut down.
4. Dont forget to discuss the value that youre offering
Commonly, we leave out of the script the value that were offering. When you take product and service details out of your introduction that gives you a good opening for inserting the value that you have to offer.
5. Dont make your script too lengthy
Be cautious to not make your too lengthy. Realistically, you have between 2 to 5 minutes to work with during the cold call. When you run over that, youre taking too much of the prospects time as well as trying to accomplish too much while on the cold call.
6. Dont go into too much about your products and services
Dont try to get into too much detail about what your products and services do during your cold call sales script. There is just not enough time to adequately do that so save that for your first meeting with the prospect.
7. Dont try to sell your products and services
Trying to sell their products and services during the calling script is the most common among mistakes by sales people. Theres not enough time to really build interest as well as close the sale. The focus should be on closing the prospect on continuing to converse beyond the cold call and progress toward a larger conversation or meeting in your cold call sales script.
SalesScripter provides a sales script tool to help sales pros write their cold call sales script.