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Old February 8, 2002, 12:17 PM
Mike Rodman
 
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Default Everyone else uses it... So why be different???

Mitch ~

Your "script" is way too long. I would assume "Mr. Smith" is already aware of the information your regurgitating to him. My take is you're "selling" to him over the phone and it wreaks of a generic telemarketer's script.

Your last line is the best line.. "I'll be in your area next week so I'll stop by for about 20 minutes and we'll talk. I have Tuesday at 3PM available. See you then.Ē

When using the telephone to acquire appointments, all we are doing is securing the date and time. Nothing else. Be respectful to the business owners time. Be brief. Be polite. And separate yourself from the dozens of other people calling on the telephone. Your script is like everyone else's. So it will produce results much like everyone else's.

Develop an "Opening Statement" for yourself. Offer three distinct benefits others in his industry are experiencing with your services. Then let him know he may not qualify for your products or services and it will only take 15-20 minutes to see if he DOES qualify.

When I cold call, I can accomplish dozens of calls within a short time and not "sell" anything over the phone. All I am doing is acquiring a date and time to get myself in front of the prospect.

Unless you are attempting something other than making an appointment with Mr. Smith... I would shorten your script considerably. Opening Statement --> 3 Distinct Benefits --> May or May Not Qualify --> I will be in your area on ______ It will only take 15-20 minutes to see IF you do qualify. Fair enough???

You can receive this technique in a .pdf file if you like at the link below. Best of luck to you Mitch.

Success and Regards... Mike

http://www.CrashCourseMarketing.com
...The fastest growing eZine for Sales
Professionals and Internet Marketers...
 


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