Every once in a while a talented sales pro starts thinking like this and we never hear from them again. Of course they aren't really eaten alive but they do feel chewed up, spit out, and left on the side of the road.
Don't let this happen to you!
Did you know the most scripted comedian is Robin Williams?
Sure he looks spontaneous when he rubs the head of a bald man in the audience, makes an outrageous comment and leaves the audience in stitches. But here is his secret ... he doesn't see a bald guy and come up with a funny quip. In the quiet of his office he works through funny bald jokes then when he is "live" he searches for a bald guy so he can use his funny material.
As a cold caller be sure to learn this important lesson from Robin, have a plan, THEN make your calls to Top Dog decision-makers.
Sure after make enough cold calls you'll start to feel as though you are unscripted because you will know the words to say, you will have built confidence in what you have to offer, and you will know your stuff inside and out ... but know this,throughout your calls you have created a plan in your mind,that only looks effortless. Make the mistake of calling Top Dog decision-makers without having a plan and they'll eat you alive.
In another post a sales pro said what's missing from the scripted opening lines we looked at 2 weeks ago is "the reason why" the gatekeeper should let you into the executive suites.
At that time we were only looking at opening lines ... now let's get into the body of the script. That's where "the reason why and the purpose of your call" are stated. Here are statements that are representative of those of you who jumped right in and sent your scripts my way:
"Based on our client's experiences, we're confident we can maximize your up time, handle your daily and weekly routines, as well as updates and all the many other technical needs too numerous to mention now. And save you money in the process. Our meeting will determine if this quality, cost-efficient, IT support program is right for you. Just 20 minutes is needed. What works well for you, timing-wise, to meet with our technical representative?"
"Mr. Prospect, I don't know whether or not you have a need or an interest in our services. But, with your permission I was hoping to ask you a few questions regarding strategy execution. I will be brief and all information will be held in the strictest of confidence. (Seller goes on to ask 10 questions then says ...) Let's get together for 20 minutes to see if there's an opportunity here. Do you have your calendar handy? What day would be good for you, towards the beginning or end of the week?"
"We may be able to help you monitor and influence important issues. We've spent 10 years helping organizations monitor and influence legislation important to them. As a result, our clients are able to focus on other areas of their business while we focus on making sure they aren't blindsided by the government. Can I set up some time with you next week to learn about the issues important to you and to see if we can work together to ease your burden of monitoring and influencing federal legislation?"
"We are a fortune 500 company that represents today's leading manufacturers and draw from this pool to develop and support the best possible solution to address your needs. We have helped countless organizations tap into their lost revenues they had. At first glance, I have projected your current spend at $28.2 million annually. What I would like to do is spend 20 minutes with you to (here 3 topics are listed) How does this Friday at 1:10 pm or next Monday at 10:40 sound? Which would you prefer?"
Now, let's hear your observations via a post or with your "Reply" to the email...what about these reasons why work ...what doesn't work ... ? As always after hearing from you, I'll post my thoughts.
Looking forward to hearing from you,
Leslie Buterin (like butterin' bread)
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