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Cold Calling Script Comments 3 of 3
By Leslie Buterin | November 10, 2009
I believe this script can be improved by the following…
1. Do a little homework before you call. (What is your prospective client doing now and what can you do better?)
2. Who cares if you’d like to have a discussion about strategic sourcing? Chances are 100 to 1 that your executive is in the middle of something and you’d better start off with a darn good reason for them to drop it and listen to what you have to say… (What can you do for me?) “I’m calling from ACME and we can save you money on…….. - increase your return on…… - add value to your….. - etc.”
Don’t tell them everything you can do up front. Just tell them what you think they’re most likely to need.
3. Tell them what it is you’re proposing in twenty words or less.
4. Now give them a taste of who you are… your credentials… (global $200 million, part of Internationale’s $3 billion group, etc.)
5. Here’s where you drop a few names of satisfied clients. 3 of 4 of your biggest and best (and most satisfied)
6. Now you can tell your prospect what he can expect to get from you and the benefits of each element/service.
IF you’ve offered something your prospect needs, impressed him with your credibility, and shown that you’ve helped others with the services and benefits you’re offering to provide… then you can set up the tele-conference with your Sales Director. (although I wish you could come up with a different title for this person) No need to mention the 15-20 minutes. Your prospect now wants what you can do to help no matter how long it takes.
All the Best
Jody
Topics: Cold Calling Scripts |
November 22nd, 2009 at 7:36 pm
This one is tremendously of value for sales like me!thanks!