Do you have a foundation of knowledge about consultative selling and how it works? It’s completely different from traditional selling. If not, I could definitely see why this would seem to not work for you. Many of the things in consultative selling are counter-intuitive, but they work. This script does work. I have recorded calls which I share with my clients that demonstrate so, and clients who use it successfully.

We are picking up this script at the point after which you’ve gotten to the person you want to talk to, ie. beyond the gatekeeper.

You ask if it’s a bad time before saying anything else because you don’t want to get identified with something bad going on over there. Or to find out if you’re interrupting something important but they picked up the phone out of politeness or obligation.

The three pain points are reasons for doing business with you; they are better than benefits. If your prospect recognizes them, the reason(s) resonate and they realize you know something about their business–unlike the features & benefits pushers.

I don’t get told it’s a bad time very often. If it is, then I’ll call back another time.

You want to sound a little unsure because people will move to “rescue” you. It’s psychology. I use this with gatekeepers and turn them into friends who open the doors for me all the time.

I approved your comment because you took the time to write it up, and I want to be fair. But it sounds to me like you know about the transactional model of selling, which is the traditional way, but not consultative selling. So it’s no surprise that what this script is doing doesn’t make sense to you.

Never ASKED to speak to “John” or sounded like the S is afraid.

Never said greeted the person with a “good morning” or something.

You should never say “Am I calling at a bad time?” at least not before you say what the call it’s about.

In my experience as an “appointment setter”, they will always say that it’s always a bad time, unless they hear “what’s in it for them”.

You also say in the script; “you can decide whether we should keep talking or not”. At this point I’d be annoyed already since I haven’t heard any benefits for me.

You “bombard” the person with too much information and talk about what you do instead of the person you are talking to.

You don’t sound confident if you say: “I don’t know if any of these are issues at your company, though…”.

You never use the word “maybe” if you are well informed about your targeted market.

If I was to say: “Oh, that surprises me”, a person would think that I got very little experience in what people need in the field.

Your script gets a 3 out of 10. I do like it but it’s all said in the wrong timing. Thanks again Jason!

2 The person being called will always be defensive and will already be bothered by “another telemarketing call”

3. Find out as much as you know about this person, before you call him. That way he won’t feel like a number.

4 ALWAYS make sure that you know what you are selling and that you believe in what you are saying to the potential lead.If you don’t believe it, neither will they.

5. Always speak in “layers”. Say one thing at the time and let the person allow you to continue.

6 Make them feel appreciated and let them be the focus of the call, telling them how they can benefit from your service, etc. Customer don’t really care about yourself when you call.

7. Maintain control of the conversation and don’t let it go too long without being fruitful. If they say “no”, then say “no problem” and “sorry for the inconvenience” and “Have a good day”.

8. People that get called like to be called “Mr”, so use it unless he tells you otherwise.

9. Be grateful for his time and consideration.

10. Don’t get down on yourself if you get rejected. After all, we all have grown to not trust people that we don’t know and call to offer something.

-Janae