Copyright (c) 2012 Kimberly Schenk
Increase your sales with a telephone script that instantly strikes a chord with customers. Cold calls are more fun when people want to talk to you! A high quality sales script saves time. You'll spend more time selling and less time dialing. Take the time to develop a powerful script. You'll make more sales by working smarter.
People buy when they perceive a product or service provides a good value. Frame your offer in a way that solves problems. Choose words that appeal to the concerns of your customer. Present benefits. The initial 30 seconds are crucial to establishing credibility. Practice your script before calling to sound natural.
If you cold call for prospects or sell over the phone the process is the same. In a few seconds for your prospect decides to have a conversation with you or shut you down. Improve your success rate by following this advice:
Your introduction must clearly convey:
Who you are
The reason for your call
What's in it for me? WIIFM?
Executive Recruiters cold call candidates who are happily employed. When I recruit candidates for a client my introduction is always the same. Most people are willing to talk with me because they understand there's a potential opportunity to make their life better with a better job. Most of my time is spent qualifying and rejecting unqualified candidates respectfully.
"Hi. My name is Spider Woman and I'm an Executive Recruiter. Your name has come to me on a confidential basis as someone who is very good at her job. I have a position to discuss with you, can you talk privately?" The candidate is instantly engaged or we schedule a time to talk. The process advances.
Some candidates get several calls from recruiters each month. They attempt to control the conversation because they're busy, yet curious. They push for my client's information and details about the position. I offer nothing. I'm required qualify candidates before revealing anything about my client. I let candidates know their questions will be answered if they're a good fit for the job. I'm selective.
The next step is crucial and sets the tone of the relationship. "In order to make a move and feel like you're moving your career forward what would you need to see in a new position?"
This question gets the candidate to think. Because no one is pressuring them to do something they don't want to do, they relax and take the call seriously. Recruiter's manage the recruiting process with questions. When a candidate senses this is an important call they begin to cooperate.
By focusing on what the other person needs and wants we establish rapport. Telephone script questions demonstrate your expertise. Speak slowly and clearly. Speak with authority. Expect people to pay attention. Pretend you're the CEO of a respected company. Slowing down your speech is an effective way to demonstrate your power. Pause. Let your words sink into your prospect's mind.
I enjoy speaking with sales people and am curious about how other sales people approach sales calls. I dismiss people who don't speak clearly. I won't help a sales person sell me something. I'd like to think I make buying decisions rationally, even though I know it's not true. People buy from people they trust and like. We're impulsive. Cold calls are difficult for many new sales reps. A great telephone script is one way to lessen call resistance. Before you start calling prospects, practice your script until the words sound natural.
Understanding how the sales process works will help refine your approach. Features are facts about your product or service; features inform. Customers buy benefits. Use benefit statements to reinforce how a prospect's life will improve or a problem will be solved with your offer. After your introduction, choose a sentence or question that delivers a specific benefit. Recruiters use opportunities to engage candidates but there are countless phrases to engage with a relevant WIIFM statement.
Take the time to create a telephone script that engages prospects. Perfect it until your customers respond with a willingness to talk. When more people want to talk with you selling becomes more fun. Prospects want to solve their problems and you're there to help. Watch your sales and closing ratios soar. You can make more sales in less time. A great telephone script is the first step to closing more sales.
Sales calls and cold call skills improve with knowedge and practice. Cold Call Therapy keeps sales people centered and strong. Double your sales within 6 months! Satisfaction Guaranteed. Kimberly Schenk has decades of sales experience. Her best selling eBooks on Recruiter Training, and erasing call resistance with EFT are designed to help sales people succeed faster. http://www.ColdCallTherapy.com and http://www.TopRecruiterSecrets.com
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