Cold Calling Scripts: What They Reveal

Scroll down to last week to review the cold calling scripts and posted comments that we're discussing here.

Kudos to all who posted comments and to all who sent emails my way. Thanks in advance to all of you who post comments from now on! Discussion is where learning is revealed.

Some of you expressed discomfort with using a prospect's first name as an opening line.

This in and of itself is an IMPORTANT observation.

Why?

Because, what you feel throughout your call will be conveyed over the phone in the sound of your voice. What you feel about yourself, how you feel about calling this particular prospect, how you feel about the words you are using will all broadcast to the listener.

Think about it. If we were listening to audio clips on this post (not a bad idea) and all we recorded were different sellers saying, "Mary?" do you think you would be able to pick out the voices of those who were experiencing discomfort from those who were feeling comfortable using the prospect's (or gatekeeper's) first name? Absolutely you would ... no doubt about it.

Using a first name is ONE WAY to capture the attention of your prospect. You'll get positive attention if you are feeling comfortable, conversely, you'll get negative attention if you are feeling uncomfortable.

As a sales pro who makes cold calls the ideal mindset is for everything about you to clearly convey your sense of belonging, sense of being worthy to call high-level decision-makers, and the sense that you are THE expert in your arena as your prospect is in his/her arena. To anchor your position as "The Top Dog" in your field your thoughts, feelings, and words must be in sync. The prospect whom you are cold calling will make a mental determination as to where to "slot you" into their chain of command upon hearing the very first word out of your mouth.

Think about how your opening line does or does not engage the prospect, how it does or does not seem presumptuous, how it does or does not speak directly to the prospect.

Next week we'll examine the same opening lines for their impact upon the listener -- more about the desired impact and how you can get there!

In the meantime let me know your thoughts, what's your most significant insight about scripts so far?

Best,
Leslie Buterin (like butterin' bread)

Visit: www.coldcallingexecutives.com

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