How to Write a Telephone Script
Writing a telephone script for sales is the most important part of selling over the telephone. Making things up as you go along is a recipe for poor sales. You need to be prepared. Knowing what you are going to say when a telemarketing prospect answers the phone gives you the confidence that comes with preparation. A script allows you to work out the best way to talk to a prospect in advance.
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Instructions
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Skip the small talk. Asking your prospects how they are doing or what the weather is like wastes their time and yours. It's also totally transparent. Don't bother with chatter. Get right down to business.
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Identify yourself. Immediately tell your prospect who you are, what your position is and what company you are with.
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Explain your credentials. Tell your prospect why you are an important person for him to talk to. Tell the prospect what your company specializes in. Don't be afraid to briefly name drop high-profile clients or roaring success stories at this point in the telephone script.
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Verify that the prospect wants the conversation to continue. Before continuing, make sure that the prospect has time right now and is interested in hearing about your product or services. If she's busy or totally uninterested, it's unlikely that any amount of talking will make your sale.
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Detail the reason for the call. Explain briefly, but with as much detail as possible, what it is you are selling. Remind the prospect why he should be interested in your products or services as opposed to that of your competitors.
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Try to close the deal. In direct language, attempt to get the customer to buy whatever you are selling or to set up an appointment. Beating around the bush is another way to waste time on a prospect who for whatever reason just isn't interested.
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Keep a list of common objections at the end. Your script is only a way to start talking to a customer. The conversation will likely continue outside the confines of the telemarketing script. Keep a list of common objections and your rebuttal at the end. This will be enormously helpful in overcoming objections.
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Tips & Warnings
While you want to be thorough, remember that the shorter your telephone script is the better.
