Sales Scripts Make You Be Somebody You Are Not

When you are cold calling or telemarketing, is it YOU who's calling or YOUR COMPANY that is making the call?

The simple fact is that the minute a person picks up the telephone and hears your voice they immediately know which it is. Whichever they feel, it will dictate the effectiveness of the phone call. If they ponder for any given moment that it's a sales call they'll either just shut down, say no or hang up. Have you ever wondered as to why that happens? If we hear someone calling us and we can sense a sales script with them we know we're being brought down a process in an effort to close us.

Closing the deal is an important goal. Yet, the problem is if we are using a script it can often give away who we are and what we are trying to do. Furthermore a script is a blockage to creating a sense of reliability and trust with a prospect. The sole purpose of a call on the telephone should be to let the whole truth come out. The truth about whether or not the prospect has a problem or issue they need help solving.

Nonetheless, if you're making use of a script you'd better be careful, as it most probably feels weird for you and more especially the listener. It's turning YOU into someone you are NOT? So before you begin calling you need to ask the question "Why do I want to make this call and who am I? If your reply is simply- to make the sale!" You are going to experience a difficult time connecting with that person. Hence why not respond with honesty and say "I am making this call because I want to help someone." If you can come from this frame this will be reflected in your tone and your success rate will subsequently go up because other people will listen the care and concern for them.

The following is a checklist of factors that you ought to look out for in your script so you can make sure that you are coming across as YOU.

1. Over Enthusiasm - Are you making a call in your ordinary voice or do you notice that your voice gets full of energy when you talk to a prospect? Excitement is good but be cautious, over excited individuals create an unconscious amount of pressure for the listener and make it hard for others to listen comfortable. Certainly be proud of your service and what you're offering but show that enthusiasm once you've got the accompanying interest or signs of buying that tell you it's the moment to come in with that passion and enthusiasm for what you have.

2. Is you script inclusive of of any Leading Questions? - If you're leading anyone then they'll know it instantly. Are you trying to take them down your process and make them purchase from you or are you just trying to help with a problem that they might have? It is give- away though, as soon as you raise a trial close or ask a leading question people pick up on it and they know that the phone call is going down a road that is new to them. Leave them in control. Be yourself and treat them with ample respect not to lead. Create a dialogue and let it flow.

3. Too quickly too cordial- Have you ever gotten on the telephone and spoken in a really friendly tone which isn't the every day YOU or have you ever talked 10 times the speed you normally do? Well unfortunately it is another give away sign of a sales script. A lot of people notice it and it makes it very hard to connect with.

4. Are you pitching without first assessing a need?- How often do we get a phone call and people instantly throw a novel idea or solution at us? Naturally we feel pressure and we want to let the other person know that he or she should back up a moment. So make sure that in your calls you're not throwing a pitch that is landing on deaf ears because nobody is ready to listen. First determine if they would like to listen.

5. Are you forced to read your script?-If so, then it is certainly not you who's making the call. You're acting! When we are with our friends or family we rarely act and people instantly know when we are saying something that we might or may not believe. Others don't buy from someone who's not real and not acting honestly. So don't let the art of reading from a script make you sound like somebody you are not.

6. Presume you know what's the best is- In your sales script do you have any presumptions? If you do you might want to think taking out all the assumptions. You might be turning into a know-it-all. The small difficulty is when we assume what is best for someone we instantly hit resistance and others just do not like to be told what to do.

7. Does your script have any endings?- When you're closing someone how do you feel? Excited, anxious or even apprehensive? Normally people don't like pressure applied to them and others don't like applying pressure. Yet, with every close technique or trial close you use you are pressuring a new task. Take out the close and why not just be you and let the receiver have an opportunity to direct where they feel the call should go from here.

Never let your sales script take over you.