Many people shy away from using a script; the truth is, whether we write it down, or just use a set “pattern” of delivery in our prospecting calls or sales presentations, we are ALL using a script, or call guide, or road map – it doesn’t matter what you call it!. And why not use a script?
A script helps us remember everything we want to say in the call, whether it’s an inbound inquiry or an outbound business development or sales call. It includes the questions we need to ask, and the information we need to impart to our prospect. A script also helps us sound professional; reducing the “ums,” “wells,” and “ya knows” that can creep into our presentation when we are unprepared and at a loss for words. AND a script keeps US in control of the call; giving us a clearly defined agenda. A script does not have to sound “canned” if it is delivered with enthusiasm and inflection!
The following model is for an outbound call, but works very well for any inbound call with the removal of the Gatekeeper verbiage and the inclusion of a very warm greeting.