The Approach

A lot of sales people use scripts. I think a script is great to use as a guide, but not to use as the actual conversation. People are more savvy  today and will recognize a script. They will be put off and easily dismiss you. If you need to write out the points you want to cover, that’s great, but be sure to be engaging and be interested in what the person you are calling has to say.
For The Approach, I typically open with “Hi, this is Sharyn. I’m calling to see if you’d be interested in attending our business development group as my guest.” The typical reaction I get is “How did you get my name”, “What is a business development meeting?” or my favorite, “Tell me more about what you do.”
It is not important to them what my last name is or even the company I’m calling from. What they want to know is “why should they continue to take their time to talk with me?”

A lot of sales people use scripts. I think a script is great to use as a guide, but not to use as the actual conversation. People are more savvy  today and will recognize a script. They will be put off and easily dismiss you. If you need to write out the points you want to cover, that’s great, but be sure to be engaging and be interested in what the person you are calling has to say. For The Approach, I typically open with “Hi, this is Sharyn. I’m calling to see if you’d be interested in attending our business development group as my guest.” The typical reaction I get is “How did you get my name”, “What is a business development meeting?” or my favorite, “Tell me more about what you do.” It is not important to them what my last name is or even the company I’m calling from. What they want to know is “why should they continue to take their time to talk with me?”

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