Prospecting By Telephone
Chapter Four Sample
Did you like this sample page?
Get The Complete Course Here

Chapter Four Sample

Prospecting By Telephone
The telephone is the greatest sales tool ever invented. It enables salespeople to prospect not only in their own town but around the world as well.

"Paul's Sales Training has taught me the fine art of cold calling, and opening a sales appointment. Paul is a master of the cold call. The first time we went on joint cold calls, Paul was able to open six of eight cases. He can break down the sales process with the end in mind. Starting with the desired results, he can work backward to the starting point, regardless of the product or service." Bill Grun - Kingwood, Texas

Even seasoned salespeople are put off by cold calling, so why not use this sample script which is just one of the hundreds of other scripts included on this course as a starting point.

Opening Statement

Hi________ (state their name)?

(Prospect: Yes.)

(Your name)___________ here from _____________(Company name). Do you have a quick minute?

Great! ________, I'm sure you are a busy and want to respect your time, so I'll be brief. The reason for my call is this. We specialize in (working with small business owners, salespeople, managers, etc.) so that you/they can:

State Your Compelling Reason -
(The End Result Of The Benefit You Offer)

Well, Mr./Mrs... Smith, depending on what you are currently doing, I don't know whether you have a need or an interest in our services.

But with your permission, I was hoping to ask you a few questions and see if there is anything we are doing that you could benefit from. Would you be comfortable spending just a few minutes with me if I stick to my timetable?


Needs Analysis:

(Remember, if there's no 'pain' or problem or a clear opportunity to improve their current situation, there's no reason for the prospect to meet with you/take the next step in your sales process.)

1. If you could create the ideal solution for (XXX), what about your current product/service would you like to improve or change?

2. If you could magically eliminate three of your biggest problems, headaches or stresses what would they be?

3. How do these challenges affect you/your business (bottom line)? Summarize and Confirm:

1. "For my own understanding, what you are truly saying is...

(Recap what the prospect shared with you; their problems, challenges, and objectives.)

Is that accurate/correct?

2. Would it be safe to say that if there was a way for you to:

· Restate biggest obstacle. (Example: Overcome the challenge/obstacle/problem of..)

· Restate their most important goal or objective they shared with you.

It would be worth exploring/discussing in more detail?

3. Schedule Next Step:

"Then lets get together for (state timeline. Ex: twenty minutes) to see if there's a fit. I will answer your questions, share with you several options as well as demonstrate how our product/service will specifically address your challenges/objectives.

Mr./Mrs.________, do you have your calendar handy? What day would be good for you, towards the beginning or the end of the week?

"Do mornings or afternoons work better for you?"

Once you determine the meeting time, continue with:

Fantastic. I'm looking forward to meeting with you on ____at ____.

(Confirm all decision makers.)

Thanks. Have a great day!

It is amazing that many salespeople do not take advantage of the telephone. Some salespeople will not take a sales job if using the telephone plays an integral part in prospecting. Successful salespeople know the telephone is an effective tool in reaching prospects. There are some basics in using the telephone as a sales lead generator that will maximize your telephone prospecting techniques.

When using the telephone, be conscious of how you sound and the words that you will use. A prospect you are calling for the first time only has your voice and how you come across on the telephone to make a judgment about you.

The prospect does not have the advantage of seeing you, your product, brochures or other sales aids. So, if he hears a voice that is low, monotonous, or has poor diction, he most likely will cut the conversation short.

Sound enthusiastic when speaking to a prospect. Enunciate clearly and choose your words carefully trying to paint a clear mental picture of opportunity to your prospect. This is a time for you to get to know the prospect so be sure to keep his interest on the telephone.

Never ad-lib telephone presentations. Each conversation should be scripted to a degree. It should include a question or two that will engage the prospect in a short conversation. Remember, the word "convert" comes from "conversation." With your conversation, you have a better chance of converting the phone call into an appointment.

You should be prepared to answer any objections that might come up during the conversation. Ask the questions which will qualify the prospect as being in a position to buy. If he isn't, don't waste too much time on him.

An important point to remember is that you are usually calling the prospect to get an appointment. You are not trying to sell your product or service over the telephone. If a prospect asks for information that could lead you to sell, then you might want to consider this response, "'s why I'm calling to set up an appointment to cover these types of things."

If a prospect asks you about pricing information and you give it, your chances of getting an appointment will suffer dramatically since the prospect will be making a judgment solely on price. When they ask you to send a brochure, for the most part this is a kissWoff and a waste of time.

Arthur Rogen wrote a clever reply to the request for a brochure. The salesperson said, ", our brochure is 5'11" and weighs 185 pounds; what day is better for you, Monday or Wednesday. I'll come by and drop it off."

If you can control coming off as a smart aleck, this approach can be very effective.

For telephone prospecting to be effective, you must have a set time each day when you will make your calls. If you are not disciplined in your telemarketing, it will become a hit-or-miss situation for you and will be at best, a waste of time for you.

The important thing is to get the name of the right person for you to contact as well as the secretary's name. When calling back, it is sometimes helpful to get through to the person you want to speak to by having the secretary's name. For example,

"Hello Jane, is Mr. Greer in ?"
This gives the impression that you know her as well as Mr. Greer.

In some instances, even though she doesn't recognize your voice she will put through, not wanting to admit she has forgotten who you are. This might give you an edge in getting to Mr. Greer.

Act Now! Become a member today!
Click Here To See What You Get For Your Money
CopyrightŪ Domino Marketing
Back to top Telemarketing Scripts