Scripts vs Guidelines
Chapter Six Sample
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Chapter Six Sample
Scripts vs Guidelines


A successful sales call is a call that is well planned and organized.

Telephone guidelines and scripting help do this, so you can focus on communicating with prospects or customers on an individual basis.

Dear Paul I wanted to thank you for your wonderful free information on your website. It was Friday night and after a long day at work I needed some support in finding some tips on making cold calls by phone to get some prospects for my new carrier as Life insurance broker. I am 50 years and new to this carrier field and the training I am getting at the office I joined on Dec 2005 is inadequate. My supervisor that is supposed to train me has priorities with his time and I am not one of them, he assumes that because I worked previously with IBM for 14 years that I should be self sufficient in making cold calls in the insurance field. IBM had great training programs but when you get into the insurance field it is good to get back to the basics of telemarketing to generate appointments pertaining to this field. I was feeling frustrated with the lack of support from my supervisor at the insurance office and when I found your website and read you prospecting program, there was so much useful and helpful information. For the first time in my new Life Insurance sales carrier I feel that I can succeed with the help of your program and get ahead without feeling totally vulnerable to failure due to the lack of support to my insurance supervisor. Thank you for your inspiration through the info on your website and our phone conversation where you offered to be my coach and mentor in helping me develop my marketing and prospecting skill in my new insurance sales carrier. All my thanks and regards, Frank T.

10 Steps To Successful Planning

1. Opening - greeting and identification

2. Statement and interest-evoking question

3. Include the purpose of call

4. Request for permission to continue

5. Introduce offer

6. Identify and Answer Objections

7. Trial Close

8. Close

9. Order/appointment confirmation

10.Thank you and good-bye



One of the purposes of this course is not just to produce a single script, although that will happen.

The real purpose is to show you the structure of scripts and how to produce marketable scripts in a minimal amount of time.

You will walk away from this course with the tools, techniques and the fundamental knowledge and information needed to get started or continue your telephone scriptwriting work.

Learn the the difference between a telephone script and a telephone call guide?

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