Figuring out how to write a phone script can often be the difference between success and failure for a sales person. To help with that, here are a few do’s and don’ts.
Do: Plan ahead by scripting out some of the questions and statements that you want to make when you reach the prospect. This will help you to ensure that you get the most out of each interaction and will make you appear more prepared and polished.
Don’t: Don't develop a script that includes every word that you plan to say and read from your script when on the phone. While it can be helpful to work from a script, you do not want to read directly from it as this can make you sound like a junior level sales person and that can have a negative impact on the impression that you make.
Do: Perform some research ahead of the call and try to gather some details on the target contact, their company, their products, their industry, etc. When trying to figure out how to write a phone script, this can help you to tailor your script to your prospect.
Don’t: Try not to make calls without any knowledge about what the prospect does. This may be tough when you have a long list of prospects to call. But at a minimum, try to go the prospect’s website so that you at least know what they do.
Do: Try to add some qualifying questions when working on how to write a phone script. These are questions that will screen the good prospects from bad.
Don’t: Don't try to sell to everybody. If your phone script does not screen the prospect, you could end up spending your valuable time with low quality prospects.
Do: Try to include some questions and statements in your script that help to uncover pain that the prospect is experiencing. A great way to do this is to know the pain that you fix and have those examples in your sales script.
Don’t: Don't sell to prospects that do not have any pain. If there is no pain, there is no reason to change.
Do: Try to focus more on the prospect when figuring out how to write a phone script versus talking about you and your products. You can do this by focusing on the pain that they are experiencing and how your value helps them.
Don’t: Avoid getting into the deep details about your products too early in a call or in a sales process. If you have not triggered any interest or found any pain, the prospect has no real reason to listen to you or and to be interested in what you have to say.
Do: Use more of an outline structure for your script versus one long paragraph after the next. This will make it easier to learn your script and make it more flexible where you can change directions and move from one section to the next versus having to go straight through it.