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Secrets To Writing Killer Prospecting Scripts

Secrets To Writing Killer Prospecting Scripts

Mike Brooks, Mr. Inside Sales

I’ve written, tested, re-written, tweaked, copy edited, composed, marketed, reviewed, and used thousands of telemarketing scripts over the last 26 years.

I’ve written and used opening scripts, closing scripts, prospecting cold calling scripts, warm inbound scripts, closing scripts, rebuttal scripts, trial close scripts, initial resistance scripts, blow off scripts, qualifying scripts, etc….

Bottom line? Nobody writes better scripts than yours truly, Mr. Inside Sales. Heck, I wrote the book on scripts The Complete Book of Phone Scripts which you can get at almost half price today by using the coupon code: SCRIPTS But more on that later…

When companies and sales reps hire me to write or review or tweak their prospecting scripts, almost always I find they are saying or doing the same things wrong. In today’s article, I’m going to give you The 5 Secrets to writing Killer Prospecting Scripts.

Secret #1: Stop asking, “How are you today?”

Believe it or not, 80% of your competition still advertise themselves as lame sales reps making cold calls by asking this over used and insincere question. Nothing identifies you more as a pesky telemarketer than opening your call with that question.

Instead, try: “Hi _________, how’s your (day of the week) going?”

Or, “Well hi _________, happy (day of the week) to you!”

These may not sound that impressive, but believe me, they work! Try it and see for yourself.

Secret #2: Stop talking at your prospect and instead ask a question so you can connect early on.

Again, believe it or not, 80% of your competition start pitching as soon as they get their prospect on the phone. Compare your own script to this and ask yourself how long your first opening paragraph is. Three sentences? Four? Way too long!

You must engage your prospect right away and begin a conversation. That means asking them a question early on! Try something like (after you’ve wished them a happy Tuesday):

“__________ the reason for the call is to let you know about the service we provide with regards to your accounting procedures. Who’s handling that for you now?”

Or, “__________ briefly, the reason I’m calling is to show you how we could perhaps save you money and time with your widget process. I was told that you handle that, is that correct?”

See how that goes? It’s imperative that you connect right away, and the best way to do that is by asking a question.