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Common Questions and Answers
Should I follow a script when cold calling? A few of the benefits for introverts of using a cold calling script are:
However, there are a few disadvantages of using a cold calling script:
Therefore, when all things are considered, most successful introverted sales people use a cold calling script — but make it sound like they don’t. This means knowing what you are going to say, and how you will handle objections.
The keys to this are to adapt a conversational tone; don’t rush through your introduction and listen — really listen — to the person you are talking to. As you know, introverts are great listeners! At times, this may mean that you will deviate from the script somewhat: but that is okay, as long as you are developing rapport with who you called and a friendly conversation is developing.
Introverts have a keen, well-trained ability at listening to people. Often, customers want to tell people what they are dealing with, explain the issue, and discuss what really matters to them. Take in all the details and statements, ask questions for more information, and get the big picture that matters to the customer. In fact, many introverts will spend more than two-thirds of the call asking the questions rather than following a cold calling script verbatim.
Finally, read the script, and if there are words in the script that you normally don’t use, and feel uncomfortable using them, then don’t use them! They will sound phoney and insincere, and may result in losing many sales.
By keeping these ideas in mind, the script can be a fantastic and useful tool.
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