The formula for crafting winning scripts

Yesterday I was lucky enough to present an EMA telephone sales skills course in Auckland. I was able to share ideas and proven techniques for successful business-by-phone with a really nice group of sales professionals from a wide range of industries and across the age spectrum, too.

There were both dedicated business-by-phone reps and field sales reps on the course and the main focus was to either secure sales during the call or set appointments for in-person visits.

During a Q&A session a member of the group asked me, “Which one element makes a telephone script successful?” Now that’s an interesting question!

We decided to explore this in detail and came up with several key points.

• A successful telephone presentation comprises a series of “hot-buttons” delivered in the right sequence that arouses the prospect’s interest and qualifies their need and suitability, to successfully “close” your product or service, or the appointment.

• You can make a great introduction, a brilliant presentation and “fluff” the close and you’ll get NOTHING!

• You can’t even make a good presentation or a brilliant close if your intro doesn’t get you in the door!

• Your intro works but the presentation doesn't qualify and identify need, so the brilliant close won't work either!

• If you can't make the presentation to the right prospect, it doesn't matter how good your script is, it will fail!

Seem obvious? Well maybe to you, but many of the first-time clients and callers I visit show me their scripts which lack one or all of the crucial fundamentals listed above.

No one element makes for a successful telephone presentation. It’s a combination and crafted blend of several key components delivered with skill, technique and knowledge to create the ideal selling environment.

Add the fact that it takes little or no skill to read a script, the skill is to seem not to! And you have the formula for creating winning scripts.

Matthew Mewse
The Telephone Man
Business by phone specialist
Ph: 03 482 1364
Mobile: 027 616 3272
Skype: uktelephoneman
Email: matthew@telephoneman.co.nz
Web: www.telephoneman.co.nz
Web: www.telephoneman.org.uk
LinkedIn: http://nz.linkedin.com/in/matthewmewse
Twitter: http://twitter.com/fonepower