Sales Training - The Power of the Script
Sales people often debate the need for a script when cold calling potential prospects.I have struggled with this issue over the years but I always reach the same conclusion, Some form of scripting is absolutely necessary when cold calling for the simple reason that any successful sales person always follows a "Plan of Action" Yes of course it's great to sound natural and conversational when we speak to someone and this rule still applies when we use scripting. However because of the sheer volume of calls required in cold calling it's fundamental that we summarise all the information we want to communicate in the most efficient and compact way possible in order to maximise our "Time Management"Here are a list of Advantages and Disadvantages that I have compiled in relation to using a script in cold calling. ...
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