1. When you practice your script over and over, you are building your technique–your habits that will get you through your introductory calls. If you are prepared, and you work with the material and practice it, your approach and manner will simply become second nature. You will immediately be able to start a comfortable conversation with your prospect.
2. Your practice time should include practicing your answers to objections and/or questions you may hear. If you practice ahead of time, you will not have to stop and think when a prospect offers an objection. You will know the answer–it will be automatic.
3. Building an introductory calling technique has a great advantage. When you are having a good day, it is very easy to be “on.” Technique will give you a way to get yourself “on” when you are having a bad day. Building technique gives you a process to pull yourself together and get to where you need to be to do your work. That “autopilot” process will kick in, allowing you to leave your bad day behind.
4. One of my colleagues refers to telephone prospecting as “telephone theater.” I love that description because when you are making calls, you need to decide what it is that you want your prospect to hear and also to feel. How will you get them to hear and feel what you want them to hear and feel? Which words will you emphasize? Which words will you move through quickly?