1. Divide your prospect list into A, B and C leads. The A’s are the ‘hot leads,’ the ones most likely to buy; the C’s are the least likely. Work on your A leads first-unless you are new to introductory calling. If you are, work on your C’s. It will be low pressure and good practice. Once you are comfortable, work on your A’s. On average, it takes as much time to reach and then close on a C lead as it does to reach and close an A. Spend your time effectively.
2. When you are creating your script, make sure to write your script the way you speak. Written language and spoken language are very different. If your script is in written language you will sound phony. Real people do not speak with capital letters at the start of sentences and periods at the end. People actually speak more in phrases or fragments, with pauses sometimes improper grammar and the occasional ‘ah’ or ‘um….’
3. If you are having a difficult time writing your script in spoken language, try talking into a tape recorder, then playing it back and writing down what you say.
4. To become totally comfortable, rehearse your script. Practice it out loud. Call your voice mail and record yourself so that you can hear how you sound. Practice with your friends and colleagues. Role-play. Do everything that you can think of to prepare before you ever get on the telephone.