Power Phone Scripts

Foreword

Let me be brutally honest. The telephone is, has always been, and will continue to be your most powerful sales tool. Not email. Not social media. The phone!

The brutal and undeniable truth is that inside sales reps who fail to master the phone fail, so it's time to stop looking at the phone like it's your enemy and see it for what it really is: a money‐making machine.

The telephone is more effective than email and social media because when you are actually speaking to another human being, there is a higher probability that you'll set appointments, gather qualifying information, and close deals.

Yet, many salespeople find it awkward to use the phone because they:

• Don't know what to say or how to say it.
• Wing it on every call and say stupid, embarrassing things that generate resistance and rejection.
• Don't have easy‐to‐execute telephone scripts that allow them to focus on their prospect rather than what to say.
• Don't have effective strategies for dealing with reflex responses, brush‐offs, and objections.

What I find across the board, though, is that most salespeople don't know how to use the phone for sales because they've never been taught.

This problem is exacerbated by the fact that at most companies, there is deficient to nonexistent telephone training. When companies do provide training, it is usually made up of complex, contrived methods developed by people who've never even successfully used the phone for sales. This approach never works in the real world with ...