What does our CEO think of cold calling scripts?
Last week, our CEO Bart Bartlett was featured on the ConnectLeader blog to discuss cold calling scripts. Are they still relevant, or should everyone just forget about them?
While some people like to err on the side of caution, reading a script verbatim is rarely a good idea unless you’re a professional actor. There are ways to be prepared without relying on a piece of paper in front of you.
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Here’s a preview of what Bart had to say about the use of cold calling scripts in the current sales environment:
It’s almost 2018, and if you’re still using cold calling scripts on your sales calls you’re behind the times. Selling is not about sticking to a script and making repetitive claims. It’s about relationship building and having meaningful conversations with prospects. In this blog post, I’ll discuss what makes a sales conversation a good sales conversation.
Alternatives to the cold calling script
While you might be sold on the idea of giving up the script, you’re probably wondering what the alternatives are. The answer is pretty simple:
- Train employees so they have a complete understanding of your product.
- Give employees help resources (not scripts!) like product descriptions, common customer or prospect problems, and competitor sheets.
- Encourage employees to memorize a pitch.
- Be genuine and honest—rather than having a formulated response for everything, tell your team it’s OK to do research and then come back later with an answer. In fact, this keeps prospects on the hook and is a great way to maintain engagement.
As you can see, the need for clinging to cold calling scripts is a thing of the past. Join the rest of us in the 21st century and say good-bye.