Cold Calling Training

Telephone Sales Scripts

If a major part of your business promotion is through telephone sales scripts, then it is vitally important that you have a killer script ready that you modify as per need. A telephone script is a script like any other; it is a guideline about what you will speak with your client when you are prospecting them over the phone. But you have to know what the main intention of this script would be. Are you using the telephone sales script to actually close sales? If you are, you must know that that is not quite going to happen. But if you use your tele script to gain an appointment with the prospect, your objective of the script is accomplished. Sales are usually effectuated when you meet people tête-à-tête and explain your product to them in detail.

Keeping their purpose in mind, we can see some techniques that can go in building great marketing telephone sales scripts. Here are some points.

1. Always be personal. Address to people with their full name rather than just their last name. If you have some other information on the person that you could use as identifying information, use it. For example, you may address them as, "Is this John Dover from Henrickson & Associates that I am speaking to?" Such calls are unlikely to be hung up because you have named the establishment they are working with. This raises the curiosity value.

2. Be quite honest about your intentions right from the start. Tell them right away, "This is a sales call, and you might hang up if you choose." Doing that weeds out all people who do not want to be solicited over the phone. Remember that there are several persons who will not buy through telephonic conversations, however much inspiring or motivational they might be. You save your time this way.

3. Begin with a pointed question. Once they know it is a sales call and are still around, it means they are inquisitive about what you are selling. So you can now ask them a question like, "We help companies reduce 35% on their printing costs. But first, can you let me know how you are purchasing your printing requirements currently so that we can help you better?" This opens up a conversation route. Many salespersons use a wrong approach in that they only go on speaking about their product. But your script must involve the prospect in the conversation too.

4. Elaborate a little on your product but do not let out all the secrets at once. Your telephone sales script must speak about all the best points of your product, the points that can hold the listener's interest. But do not go all out and let them know precisely what it is. Remember that your phone scripts are not articles about your products; they are just simple dialogs that build the interest in the prospect's mind.

5. Fix up an appointment with the prospect. This is important because here is where you will actually have to chance of making a sale. Tell them, "We have a seminar this week that you might attend on saving costs on printing", or, "We will be too glad to send a representative over at whatever time is convenient to you to tell you how we can benefit your company". That secured, the objective of your telephone sales scripts is accomplished.

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