What are some cold calling scripts
I picked it up and said, “Hello, this is Ari.” The caller said. "Hi, Ari, my name is Steve, how are you today?"
I knew immediately that he was using a structured sales script, and that sparked the negative "salesperson" stereotype in my head.
I didn't want to hurt his feelings, so I let him play with his bad luck for a few minutes. Then I said softly, “Hi, Steve.” He was so startled that he stopped speaking.
He had no idea how to respond to my simple, normal greeting.
Why? Because he was totally focused on his sales script, not my reaction to it.
If you've been selling for a while, chances are you've been asked to use sales scripts to make calls. And even if you think scripts are unnatural and impersonal, you probably used them anyway because they were the only way you knew you should start a conversation with prospects.
You might even have made a few sales with scripts.
But here are some questions to ask yourself.
- How do you really feel when using a script?
- How do your prospects feel when they know you are using a script? (And they know.)
- Most importantly, how many sales are you losing using script?
When people call me and ask how to naturally call out their scripts and colds, the first thing I ask them is if they are ready to role-play me with their script.
As soon as you read your script, some things happen. I hear their voices getting louder so they sound enthusiastic. They also speak faster and their voice takes on a muffled, robotic quality. All of these things trigger the negative "seller" stereotype.
After a few moments, I gently stop them and tell them that they sound like a very different person from the one who called me and so naturally talked about their sales affairs.
Do you know what they always say? "Ari, you are so right. When I use a script, I feel like I couldn't be myself. I feel like a robot or an actor, and it's very uncomfortable and uncomfortable. I definitely can be myself? "
Here are 5 ways to ditch your linear sales script and be yourself again:
- Admit that scripts make you sound "scripted". "
When you start your sales script, prospects will notice within seconds the very subtle change from your natural voice to your unnatural scripted voice. “Well,” you could say, “I'll just work to make myself natural.” But that alone creates a conflict.
The first step is to recognize and recognize that you cannot work "naturally". However, you can let go of your script as a crutch; the idea may sound scary at first because you were programmed to believe that in order to make a successful cold call, you must have a script. It is possible to learn another way of making calls without a linear step-by-step script.
- Start your call as a conversation rather than a one-way conversation.
If you're used to scripting, you probably shake your head and ask yourself, “How the hell do I know what to say without a script?” You might want to ask yourself why you think you don't know what to say because the reason is important. That means you base your call on what you have to offer - not what is important to the prospect because you haven't figured it out yet.
Solving your solution as soon as you start a call is one of the biggest problems with linear sales scripts as it creates sales pressures and prompts customers to respond with defensive measures or even abrupt immediate rejection.
Here is another option. Write down 2 or 3 core problems or real problems (not benefits or features) that your product or service solves. Then take what I call this "problem statement" and put it in words that your prospect can understand. In fact, the wording should be so familiar (for these are the words they use in their business every day) to your prospects that they feel a sense of comfort when you start discussing the subject. they solve problems, not sales.
- Instead of forcing a "yes", create openings. "
Sales scripts are designed to be linear and step-by-step so that you can push calls in the direction you want them to go. From a traditional selling point of view, this direction tends to be "yes" because if you don't get a "yes" at the beginning of the cold call, you are not selling. "But that's the biggest problem with scripts. They only give you one path to follow.
If you can start a conversation that has a “what do you mean?” Response from your prospect, you will find that you can explain yourself in a natural way that creates a two-way dialogue that, in turn, allows you to learn what you need to find out by getting you off track with the conversation. Developing your problem statement makes this a lot easier.
- Pick up a conversation with someone you know. Then write down your script.
Have you ever heard that you called a prospect and read your script? Probably not. This is why most of the people who use scripts think that they sound natural. You never heard yourself. But if you do this simple exercise, you will hear the same differences that I hear when people role-play me.
In our daily personal relationships, we simply want to get to know and communicate with others. But when we go into sales situations with scripts, we have an agenda - to make the sale. And because scripts create the perception that this is all we want, the people you speak to will immediately sense this and put their guard up, there is no chance between our hidden agenda and their reaction to build trust through communication. Because we've been taught for so long that we need to control the process, we never stop thinking that scripting makes it impossible for us to be flexible in how we communicate and build trust.
- Set a new destination for your calls. Focus on simply opening the conversation, rather than controlling it, so that prospects feel confident about telling the truth about their situation.
Does using a script seem creepy? Try this alternative and see how it feels. Start the conversation with, “Hi, maybe you can help me for a moment…” Most people will start with something like, “Sure, how can I help?” They might say, “I'm just calling to see if (problem )…, “Which makes it easy for the prospect to answer,“ What do you mean? ”Or“ Tell me more. ”And after that, the possibilities of your conversation are endless.
What do i mean by that? When you bring up their problems, create a conversation about the problems or issues you are facing, and explain how your solution solves those problems - in a conversation that is completely free of pressure to sell - prospects will share their truth with you. They will tell you if solving the problem is a priority, if they have the resources to commit it, and everything else you need to know.
When you let go of a linear script, you will find that when prospects are "standing on the sidelines" you will no longer fumble for words by leading the conversation away from your selling process. In fact, that's exactly what you hope they will do because it means they are telling you the truth.
Yes, it is possible and don't let anyone tell you that it isn't.
Now that you understand why step-by-step linear scripts create the negative "salesperson" stereotype by making it impossible for you to be your natural self, you can begin to learn to meet strangers on the phone in a way and way Way as convenient as calling a friend.
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