Good telephone sales and prospecting call scripts, well-thought-out presentations that says what you want to say, precisely and succinctly, yet that still gives you room to maneuver, is one of the keys to a successful telephone pitch.This is about communication and about being prepared.
Remember-your prospects are interested in benefits. Remember also your prospects will buy for their reasons, not yours.
That is why it is important to do your research and have a sense of what your prospect may need and may be interested in.
If, however, you are in an industry that has a jargon, but your prospect doesn't know or use that jargon—speak plainly! You can bolster this section with a success story, something you, your company or product did for a customer.
How you saved them money, or saved them time or saved the day when they were in a tight spot.
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.
Write your script the way you talk—and get to the point!
Written language and spoken language are very different.
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 want the prospect to give you 10 to 15 minutes of their time, so that you can introduce yourself, your company, your product, your service—that is it! Besides, you're not asking that she buy anything, you want to meet with her and introduce yourself. Perhaps your prospect doesn't use a similar product or service and says she has no need. Now I am not suggesting that you spend your time setting up meetings with people who do not need your product or service, but what I am saying is that the qualification is on your part, you actually need to decide if you want to meet this prospect. Say: "I would like to meet with you," "I would like to introduce myself, my company, my product..." "I need 10 minutes of your time." Be clear, be bold, be to the point.