THE BLUEPRINT FOR COLD CALLING SCRIPTS

Here's what you'll learn...

15 Seconds of Sheer Terror: Stage frightIt takes two skills to find new customers: make the call...get your foot in the door. Of the two types of cold calls, the initial call is the shortest, scariest – and most difficult. When calling you’ll find prospects, suspects, and rejects. If only three things will happen on the first cold call, why are you always surprised?

Scripts are Phony: Remember the Gettysburg Address? Remember Tina Fey’s Saturday Night Live lampoons of Sarah Palin? Why they worked. Why does the greatest orator of our time use a teleprompter? What’s the difference between improv and a script?  The bread and butter of comedians is timing and delivery. And, of course, knowing what words make the audience laugh. Autopsy of canned scripts: DOA.

Let’s Get Real: Or, let’s not play Guaranteed success! These two objectives will always be met, even if you swallow your tongue from fright. Get real with your expectations – not everyone will be excited to talk with you. On the first call, try not to throw up on yourself. What a child, a baseball bat, and fast balls whizzing by home plate can teach you about not striking out.

Shut Up Your Face!: The 10 rules for writing initial call scripts Every word, phrase, and sentence is important. Structure and form are the foundations of your script. Think of your call as being a radio commercial. But you’re getting your message directly into the ear of the buyer without the expense Of the ten rules for writing your scripts, #8, #9, and #10 will determine your success. Reading minds: how to know exactly what the prospect is thinking when you’re talking. “Go away. You’re bothering me.” “Drop dead.” “Blah, blah, blah, blah.” “Shut up your face!” “What did I just say to get the appointment?” Talk about lost opportunities.

What Pitchman Billy Mays Can Teach You About Scripts: Jay Leno’s “Pitch to America” Get excited about what your service or product does! A feature is what something is. A benefit is what the feature does. WANTED: Salespeople who know how to find new customers and make them want what you sell. Nothing else matters.

Voicemail Script for the Principal: This is your “radio” commercial This is the longest, but it is the first script you create. Start with Shut Up Your Face! Send information to create the Law of Reciprocation. The prospect has no control over it and will even feel obligated to give you a favor greater than the one you gave. Spice up your scripts and seduce your prospects with a few planted words.

Gatekeeper Script: They have connections Good gatekeepers keep their mouths shut and don’t reveal secrets. It’s okay to make statements and not ask questions. This script will reveal the real decision maker 90% of the time. And get their ear 50% of the time. It’s all in how you say it. To get someone to give you information, they have to like you. To get them to like you, they have to do something for you – not you doing something for them.

Principal Script: Forget the details – principals make decisions Three objectives met in ten seconds. Make statements. Don’t ask questions. Be curious, but not too curious. Decision makers make decisions. Give her a chance to disqualify herself. You said you could sell to anyone, if you could get in front of them first. Well, here you go. You’re in front of them. Sell away.

Overcoming Call Reluctance: How scripts can help When salespeople are hired, this is the unknown factor that concerns management. Playing a trick on your mind with your scripts. (It will beg you to pick up the phone and make your calls, just so it can be left alone.) Simple, subtle, physical things you can do to get the courage and reduce the stress.

Staying Motivated: Changing lives Maybe you like selling. Cold calling? Uh, not so much. Cold calling is like dieting. You don’t have to like the process, but you do have to want the results. What do belief, faith, hope, and could have in common? World records.