Two Key Problems With Cold Calling Scripts

[Matthew Hancock <dfkqicxuraeg@xxxxxxxxxxx>]

There are a million Cold Calling scripts out there. How many have you
tried already?
There seem to be two consistent 'issues' with these scripts and their
use with the people I've coached.
#1 - If the fundamental 'approach' the salesperson is using is
obsolete - it won't matter how good the sales script is.
#2 - Pitching your product or service before the prospect even 'knows'
they have the problem you're trying to solve.     
The first issue has to do with the position of weakness most
salespeople put themselves by the very nature of their approach. That
is to say that when they call prospects, they immediately launch into
their canned sales pitch hoping to either to set up an appointment or
make a sale.
In case you happen to be in this group; it's time you learn that the
general public now has the Street Smarts to recognize a salesperson on
the phone instantly. If you're calling business prospects - they are
even more street smart.
What happens next with this 'Old School' approach? Well you already
know:

Their voice tone and entire demeanor shifts towards you
Their defenses go up and their communication channel shuts down
They start scheming on how they're going to ditch you (get out of the
call)

I can't really blame them. Salespeople aren't actually known for their
'service' mentality are they? These folks have plenty of past
experiences where salespeople have ended up disappointing them.
I advise all my clients to move away from being 'sales' people and to
start positioning themselves as a Trusted Advisor instead. A Trusted
Advisor helps a client solve problems independent of any particular
product or service they may offer.
This change in approach actually fosters a new paradigm shift for
salespeople and more importantly - for the prospects you're reaching
out to. How? Good question:

Your prospects will now usually be more than happy to talk with you (a
breakthrough by it self for many salespeople).
You'll actually get the essential information you need (are they a
viable prospect?, how eager are they to resolve their problem?, etc).
You'll find yourself eager to pick up the phone and prospect because
people are treating you so much better and you're getting quality
appointments.   

l say that because they will stop 'seeing you' as just a salesperson
and start treating you with the respect they give their Trusted
Advisors!
So to be crystal clear here - the ' cold calling scripts' you're using
- or hope to find - are obsolete if your approach is based on the 'Old
School' method of jumping right into your pitch!
You can continue to search for better and better scripts but you'll be
experiencing the same crappy results.
Moreover; whatever passion and enjoyment you hoped to get from your
work will be dead and gone. That's because in this day and age - old
school salespeople are essentially treated like dirt - and that's not
going to change.
It's time to turn the page and become a Trusted Advisor first and
foremost. This shift in approach will also naturally lead into
building the type of trust your prospect needs in order to make a
buying decision.
To get a sense of the 'night and day' difference this approach makes
is to imagine the difference between pushing your car uphill or
pushing it down hill. Yes, it's that big a difference.
Let's get to the second issue mentioned at the start of this article:
Pitching your product or service before the prospect even 'knows' they
have the problem you're trying to solve.
As far as your actual 'New School' cold calling scripts are
concerned;  I suggest that they also go through a complete
paradigm shift as well.
That means that instead of jumping into a sales pitch your goal is to
start a genuine conversation with your prospect. Please, I'm not
referring to discussing his golf game or anything else of a personal
nature.
This conversation starts from the moment your prospect answers the
phone and is focused on discussing what their core problems are.
Naturally, you should have a good idea that they're already wrestling
with a particular problem that your product or service can actually
solve.
If you determine that you can't solve that problem with your product -
or offer a solution using someone else's - then admit it and thank
them for their time.  
This is important: Unless you and your prospect can come to a mutual
agreement on what his core problem is, there is no chance in heck that
they will feel compelled to meet with you - let alone purchase what
you're offering.
My point here is that it's essential that you not move forward into
asking for an appointment - let alone talk about features and benefits
- until your prospect willingly acknowledges that he's struggling to
solve a particular problem.
Here's the Good News and the Bad News:
The bad news is those magical cold calling scripts you've looked high
and low for simply do not exist. Unfortunately, for many people;
searching for that ideal sales pitch is just an excuse they give
themselves to avoid picking up the phone. It's also not always easy to
persist through the necessary learning curve required to  master
any new skill such as sales.
The good news is actually great news - because facing up to the
illusion that a   magical cold calling scripts even exists
now allows you to instead embrace a much more effective and fun
approach. That new  approach is simply to be yourself and to be
of service.

Zero-Friction Marketing With CPA... http://www.zerofrm.tk/