Cold calling script example

Cold calling scriptI’ve gotten several requests to provide a sample cold calling script that I use. We’ve given some sales tips in “Getting the initial sales appointment” that should alleviate much of your need to conduct cold calls – but it’s still an important part of your overall sales arsenal.

Some folks call this a script – I tend to call it a cheat sheet. The idea isn’t to memorize the text, but only to force yourself to think through a few scenarios and be able to talk confidently to get that first meeting.

For this example I’m going to stick with our now familiar package tracking technology example. The sales script is numbered to help put some structure to this. Here you go…

  1. Hello, this is [NAME] from [COMPANY], I’m hoping to talk to the head of the logistics department. (response) Great! Oh, before you transfer me, could you please give me the name and extension in case we get disconnected. Thank you so much for your help.1a. (If you get resistance here) Let me tell you just a bit about our technology and perhaps you could recommend what department I should be talking to. We have a product tracking technology so much more efficient than the RFID technology that you use now, it would save each of your stores over $1.25 million. I was assuming that this would be the logistics department, but perhaps you could steer me elsewhere?
  2. (Now transferred to the correct person) Hi Mr. Prospect my name is [NAME] from [COMPANY], I was hoping to set up a time to talk with you about our new product tracking technology that can be used to dry and wet goods from underwear to crinkled up bags of frozen chicken nuggets. Initial tests show it as 28% more efficient and by our calculations, it should save each of your stores about $1.25 million per year. (pause as long as needed here until Mr. Prospect talks)2a. (If you get resistance here) Look, I understand that you are extremely busy. I also understand the awesome responsibility that you have in tracking each and every product in each and every store on the globe and on every truck and in every warehouse. If you give me a ten-minute meeting and we can’t convince each other that there’s a possible match here, I’ll do the honor of throwing myself out the door. (again, long pause here)
    Fantastic, I’m going to be somewhat in your area in two weeks, would you have 10-minutes the morning of the 22nd?

When he finally agrees to meet – anyone and everyone has 10-minutes to spare – it’s going to be tempting to keep him on the horn and ask more questions. Don’t. Just go prepare for your actual meeting. Love to hear your thoughts on this.

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