Wednesday, September 08, 2010

 

Script the first few seconds of every sales call

Good salespeople don't use scripts. They don't in part because they know it's counter-productive.

Don't misunderstand me. A successful salesperson still needs to be in control of the conversation, needs to know what they want to say, and what outcome they want from the call. But putting a word-for-word script for a back-and-forth conversation isn't going to be authentic, isn't going to address what the prospect is telling you, and isn't going to help you build rapport, trust and interest from a smart, qualified buyer.

What IS important, however, is to script the first few seconds of the call. There's no reason you can't have the specific words nailed down for how you want to begin the call, create immediate interest, and earn the right to continue.

Especially when talking to a new prospect, this set-up is everything. If you don't take control right away, the prospect will lead you somewhere else. If you don't create immediate interest and value, your chances of engaging the prospect in a conversation that goes somewhere diminishes greatly.

Here are some specific things to keep in mind:

All of this can happen in the first 20-30 seconds of the call, and will help ensure the rest of the call if of value to both of you.

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