Linear step-by-step sales scripts have done a lot to give selling a bad name. Not because they dont “work”, actually some people who use cold calling scripts actually do make some sales. The problem is even if youre a good-hearted businessperson, scripts make it almost impossible for you to avoid sounding like a “salesperson.” This is a serious problem because most people respond to a sales agenda with something like, “Uh oh, Im about to be sold something. How fast can I get this person off the phone?” If we turn away from the artificial beginning of a sales script, and approach cold calling in a different way, then were likely to get different responses.
The first step to cold calling in this new, natural way is to let go of your script as a crutch.
The idea may sound scary at first because youve been programmed to think you have to have a script to make a successful cold call. Let me share a recent experience.
Last week I was sitting at my desk and the phone rang. I picked it up and said, “Hello, this is Ari.” The caller said. “Hi, Ari, my name is Steve, how are you today?” I knew right away that...
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