subject: 7 Ways Sales Scripts Make You Be Somebody You Aren't [print this page] When you're cold calling or telemarketing, is it YOU that is calling or YOUR COMPANY who's is making the call?
The simple fact is that the moment a person picks up the telephone and hears your voice they immediately know which it is. Whatever they think, it will dictate the effectiveness of the call. If they ponder for any moment that it is a sales call they will either shut down, say no or hang up. Have you ever thought about why this happens? If we hear a person calling us and we can sense a sales script with them we know we're being brought down a process in an effort to close us.
Closing the deal is an important goal. Yet, the problem is if we are using a script it can often give away who we are and what we are trying to do. Furthermore a script is a blockage to creating a sense of reliability and trust with a prospect. The sole purpose of a call on the telephone should be to allow the truth come out. The truth about whether or not the prospect has a problem or issue they need help solving.
However, if you're using a script you had better watch out, as it probably feels awkward for you and especially to the listener. It's transforming YOU into someone you AREN'T? So before you start calling you have to ask the question Who am I and why do I want to make this phone call? If your reply is simply- to make the sale! You're going to have a hard time connecting with the customer. So why not answer with honesty and say I am making this call because I would like to help someone. If you can come from this mindset this will be reflected in your tone and your chances will naturally increase because other people will listen the care and concern for them.
The following is a guide of factors that you must look out for in your script so you can make sure that you're coming across as YOU.
1. Over Enthusiasm - Are you making a call in your ordinary voice or do you notice that your voice gets filled with energy when you call a customer? Excitement is good but be cautious, over enthusiastic people create an unconscious amount of pressure for the listener and make it hard for others to listen comfortable. Certainly be proud of your product and what you are offering but show that enthusiasm as soon as you have the interest or signs of buying that signal you it is the time to bring in with that enthusiasm and passion for what you have.
2. Does your script contain of Leading Questions? - If you are directing someone then theyll notice it instantly. Are you attempting to take them down your process and make them buy from you or are you just trying to help with a difficulty they might have? It is give- away though, as soon as you ask a trial over or ask a leading inquiry people pick up on it and they instantly know that the phone call is going somewhere thats new to them. Leave them in control. Be yourself and act ample respect not to lead. Create a dialogue and let it flow.
3. Too quickly too friendly- Have you ever been on the phone and spoken in a really friendly voice which isnt the ordinary YOU or have you ever spoken ten times the speed you ordinarily do? Well unfortunately its another give away indication of a script. People notice it and it makes it very hard to connect with.
4. Are you speaking without first assessing a need?- How frequent do we get a call and people instantly present a novel solution or idea at us? Naturally we feel pressure and we want to tell the other person to back up a moment. So make certain that in your calls youre not throwing a pitch thats landing on deaf ears because no one is ready to listen. First determine if they want to listen.
5. Are you forced to read the script?-If so, then it is certainly not you whos calling. You are acting! When we are with our friends or family we seldom act and people immediately know when we are saying something that we may or may not believe. Others dont purchase from anyone whos not genuine and not acting from the heart. So do not let the art of reading a script make you sound like somebody you arent.
6. Assume you know whats the best is- In your script do you have any presumptions? If you do you perhaps want to contemplate taking out all the assumptions. You might be turning into a know-it-all. The small difficulty is when we assume whats best for someone we instantly oppose and people just do not want to be told what to do.
7. Does your script have any closes?- When you are closing someone how do you feel? Excited, anxious or perhaps even apprehensive? Generally people dont like tension applied to them and others dont like applying pressure. Nevertheless, with every close technique or trial close you use you are pressuring a new prospect. Take the close out and why not just be you and let the receiver have an opportunity to lead where they feel the conversation should go from here.
