Perhaps your prospect already has a vendor that provides a similar product or service. " It is easier for your prospect to choose between options, such as different dates, than to decide whether and if to schedule.Once you have scheduled the meeting, make sure that you confirm the prospect's name, title, and address.In writing your prospecting script you are crafting a message and focusing your message to your prospect.Your goal with a call script is for your prospect to hear you and for your prospect to get "hooked." So what makes a good prospecting sales script?Focus your message to your prospect and speak in their language.If your industry has a particular jargon—don't they all? You cannot be the expert if you do not know the language. This part of your call script does not need to be long and unwieldy—a few salient points will do.
This is about communication and about being prepared.Many people think they can just "wing it" or they "know what they want to say." On the telephone, however, you have 10 seconds to grab and hold your prospect's attention and frequently you don't get a second chance. Your first impression has to be strong enough to carry you through the rest of your pitch."Winging it" is risky and just generally doesn't work, and "knowing what you want to say" without having actually crafted your message and practiced it can easily turn into "gee, I didn't say that very well..." Like the Girl Scouts, it is better to be prepared.You make sure that you have maneuvering room by being prepared, knowing your customer benefits and knowing which customer benefits may interest a particular prospect. All your hard work is worth nothing if you do not ask for what you want. Most would probably answer that you want to turn your prospect into your customer.Also have several success stories that you can use depending on the point you are trying to make. Do not expect that your prospect will know what you want, or guess what you want, or offer what you want... You want your prospect to buy your product or service. What you want now is to get your "foot in the door." You want to introduce yourself, your product and/or your company so that later the prospect can be induced to buy.