1. Having a script frees you to be yourself. You are prepared, you know your product, features and customer benefits, and you know what you want to achieve with the telephone call. You are ready for any objection your prospect may voice. You can relax-you can be yourself.
2. Your script is fluid. It is not meant to be read word for word, but is an outline or a guide as to how you wish to represent yourself, your company, your product or service and what you want to accomplish.
3. People buy for their own reasons, not for yours. And people buy because they believe that the product or service will get them what they want. And what they really want is a Big Benefit.
4. Big Benefits are things like financial stability, love, recognition, independence… There are many-because they are basic human desires. Your prospect is saying to herself, ‘What’s in it for me?’ It is your job to answer that question.