Use Scripts as a Crutch, not Prostheses.

Why am I a fan of scripts? For the simple reason, scripts keep sales professionals from rambling, especially for those who are new at cold calling. I've listened in on many cold calls where the salesperson was all over the place, which generated a frustrated buyer who took the matter into their own hands and ended the call.

Another reason I believe in scripts is that writing out the script forces the salesperson to think through the flow of the call and the possible objections to prepare an answer.?A script should not be read; it only serves as a guide.?

Currently, I'm coaching four teams on cold calling. After teaching the fundamentals of the cold call structure, a script was provided as a guide only. I asked that they use my script as a guide to develop their script. Many on the team did develop creative scripts, while others preferred to "wing it."?

During the role-play, it was apparent who practiced and used a script as a guide and who just "winged it."

Those that practiced using a script guide sounded casual, professional, and smooth and didn't waste time by rambling. The callers asked excellent questions because they were prepared. Being prepared enabled them to listen more intently.?

Those that "winged it" were time wasters because they rambled and used "uhm" and "ok" with other filler words frequently. Instead of asking open-ended questions, they went right for the sale too soon in the call. They sounded like rookie callers.?

For four decades, I've been cold calling. I still cold call now for small businesses and my own business. I still develop scripts and practice the scripts using them as a guide only.?

Can I pick up the phone and make a cold call without a prepared script? Yes, I can because I have ingrained the cold call structure in my mind, but I prefer to warm up first. Most sales professionals have no idea what a cold call structure is, don't warm up, and wonder why the call was an embarrassment.

Practicing a cold call script before making calls is a professional strategy. Does quarterback Patrick Mahomes begin playing a game without warming up? NO! All professionals warm up before they perform. You are a professional too!

Scripts are not meant to be a prosthesis, only a crutch!?

And here's a mindset hack..A script is nothing but a tool to give the mind clarity during cold calls.

Soon, I will be releasing my cold-calling course. This has been in the works for over a year, and I'm getting close! Be patient a little longer because my cold-calling strategies do work!