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Re: Don't read this if you are easily offended
Stan,
Don't worry, no offense taken. In fact I like your honesty. From your script shown below you seem to have a series of questions vs. a simple, straight to the point question. In my case I want to know one thing, is the owner interested in increasing his productivity and profits. If the answer is yes then I ask for a 20 min. appointment. If not I say thank you very much. In your opinion is asking a simple yes/no question concerning his interest in increasing productivity a good question to ask right up front? For example in the above post I use the example of "are you interested in a potential 20% increase in productivity, in your case thats a $2,000,000 potential increase in annual sales?" (Could you give an example of a productivity type question you would ask upfront concerning this?) If the answer is yes should I be asking more open ended questions or just go for the appointment. I apologize if the questions seem elementary but i'm like a sponge and want to learn all I can from the pros. Thanks in advance. Mitch > Mitch, > In a word, your phone script sucks. I don't > want to anger or hurt you, as I can see that > you put a lot of time and effort into it, > but I can clearly tell that you are new to > this. > I am a former telemarketing warrior who has > made over 100,000 phone calls. I have worked > at several of the 'boiler-room' joints and > have also done a ton of cold-calling in real > estate. Your script is similar to those > annoying phone calls you receive when you > are busy stuffing your face with your > dinner. I guarantee that you will not get > past the first paragraph with 95% of your > phone calls. > The trick to cold-calling is to not talk AT > the person, but WITH them. Your script is a > good example of what I call > 'verbally-puking', which most of those > dinner-time calls are. (Also, realize that > most of those so-called telemarketers have > been at their job less than 2 months... most > quit within 8 weeks.) > Instead, ask open-ended questions. Always > remember that the person who asks the > question is the person who is in charge of > the conversation. Your list of questions > should naturally flow from one point to the > next and lead to a close. > For example, here is my script when I was > cold-calling in real estate: > Hello Mr. Jones, this is Stan with Re/Max. > When do you folks plan on moving? > How long have you lived at this address? > Where did you folks move from? > How did you happen to pick this area? > If you WERE to move, where would you go > next? > When would that be? > You do realize that it could take 6-9 months > to get a home sold in this market sometimes, > so my next question to you is, do you want > to be gone in 6 months, or just getting > started? > How about I come by and take a look at your > property. Would Thursday at 7 work, or would > Friday at 8 be better for you? > You'll notice that all questions are > open-ended... they can't say 'no'. It leads > them to talk about their situation and > creates an opening for you to plug your > product or service. Also, realize that they > are doing the majority of the talking, and > they will like you MORE because they were > able to talk about themselves and their > situation (it's an ego thing... everyone > loves to talk about themselves). > I realize that cold-calling can be a > daunting task. I always found that making > the first call of the day was always the > hardest one to make, but once I started, I > could get on a roll. > I am getting rather lengthy here, but I have > a few additional pieces of advice: > 1. Just because the person on the other end > of the phone can't see you doesn't mean that > they can't hear you frown. Make sure to > smile... it can be heard. > 2. Try making calls standing up. After all, > if you are making a presentation in the > boardroom, you'd be standing. > 3. This one is related to #2... get a > headset so that you can use your hands to > talk. Your body language controls your > tonality. > 4. Know your script inside and out, > backwards and forwards. If you are trying to > remember what to say, you cannot concentrate > on your tonality. Even worse, if you are > reading your script, the person on the other > end can hear it... they'll think that you > don't know what you are talking about. A > good way to memorize is what I call the > 'Jack Nicholson' method. Jack makes over 20 > mil a movie, so I think we can learn > something from him. When Jack gets a script, > he reads it out loud as fast as he can 10 > times in a row. Try it, it works. > Sorry for the long post, but I have studied > the art of cold-calling, and I want to see > you succeed. > Best of luck, > Stan |
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