Give me a salesperson who’s struggling to fill his or her calendar with client appointments, and I’ll show you a sales rep without a phone script. Unfortunately, many salespeople labor under the false belief that they’re too experienced to use a phone script and, as a result, sabotage their phone calling effectiveness and income. A well-designed and properly rehearsed script is a powerful tool for projecting a confident and competent professional image. In addition, a script guarantees that every call is delivered in a consistent and concise manner.
Sales reps who prefer to “wing it” and shoot from the hip, tend to lose focus and are quickly sidetracked down numerous unproductive paths. It’s been said that the only thing worse than listening to a salesperson using a phone script is to listen to one without a script.