Telephone sales require less effort than door-to-door sales, and they can be a great way to build your client base. But unfortunately, cold calling is often considered to be scary for the person making the call and uncomfortable for the person on the other end of the phone. With the right sales script, you can bypass those stereotypes and turn your sales crew into a virtual selling machine.
The intro is the most important part of a sales call. You have just a few seconds, and if you don’t use them wisely, the other person might hang up. Always identify yourself and your company, but then say something that shows you respect their time. For instance, you may want to start your sales script with “Hi. This is Sai from Company A. Is now a good time?”
Remember, you’ve interrupted their day, and they may be tempted to hang up. But by asking them if it’s a good time, you disarm them and let them know you respect their time.
Whether they say it’s a good time or not, let them know you’ll be brief, and then launch into your pitch. In this part of the call, you need to convince the other person they need your company. Consider starting with a quip about how your business has helped other people. To explain, imagine your business offers loans to first-time home buyers. You might say, “Last year, we helped 1,000 people get into their dream homes.” With this short intro, you don’t want to give up too much information. Instead, you just want to pique their interest.
Now the ball’s in their court. They can start to ask questions, and you can explain what you do. To create this part of the sales script, consider making a flowchart of the questions customers are likely to ask and the answers you want to provide. Then, at the end, close the deal. Get them to commit to a meeting, a follow-up call, or a sale.
As you make calls, experience successes, and face rejections, make notes about what works and what doesn’t, and adjust your script as necessary. When the sales start rolling in, consider looking into cloud-based accounting software such as QuickBooks to help you track your revenue.