Please critique my telemarketing script

[The New Guy]

Have you tried his recommendations yet? I've been reading some authors lately based on what was recommended on this forum and found Ari's stuff while I was researching.
His stuff's pretty 'revolutionary' IMO. e.g.

Don't ever start out with an introduction.
Don't act enthusiastic.
Throw away all scripts.
Don't ever ask questions that require yes/no answer.
Don't try to close for appointment.
Don't try to promote or pitch anything.
Never try to overcome objections etc.

Basically do everything opposite of what I've been taught.
Some crazy ideas.

Got a sample script of this idea?

I got a slight headache just trying to write one based on those recommendations.

 

[bobson]

Have you tried his recommendations yet? I've been reading some authors lately based on what was recommended on this forum and found Ari's stuff while I was researching.
His stuff's pretty 'revolutionary' IMO. e.g.

Don't ever start out with an introduction.
Don't act enthusiastic.
Throw away all scripts.
Don't ever ask questions that require yes/no answer.
Don't try to close for appointment.
Don't try to promote or pitch anything.
Never try to overcome objections etc.

Basically do everything opposite of what I've been taught.
Some crazy ideas.

Wow, do you just walk around in a hot dog suit with a posterboard around your neck?

 

[motoxxx]

It is best to ask questions that you already know the answers to. I have found that telling people I have been assigned to help them with their benefits gets me in the door much easier. Now they think that I am there to help them and they like having someone that is their advocate.

 

[Franz Kafka]

Got a sample script of this idea?

I got a slight headache just trying to write one based on those recommendations.

Hi, my name is Franz and maybe you could help me out for a moment. I'm just calling to see if you are grappling with any issues around - a problem my product solves -?
O, I'm sorry. This is Franz with - the company - and I'm just calling to see if you are grappling with any issues around - a problem.

And so on. The whole point is to "diffuse the pressure" that comes from triggering the negative salesman stereotype in the mind of the prospect. Well, I'm sure there's much more but that's what I got for free.

 

[moonlightandmargaritas]

I have found that telling people I have been assigned to help them with their benefits gets me in the door much easier. Now they think that I am there to help them and they like having someone that is their advocate.

Yup, when all else fails, and you don't have the skills to do it straight up...just trick 'em.

 

[Accu Lead]

the best suggestion I have seen yet is to include the name of your biggest company in your script

 

[Delta76]

Hi, my name is Franz and maybe you could help me out for a moment. I'm just calling to see if you are grappling with any issues around - a problem my product solves -?

That doesn't quite fit the criteria you mentioned above, that's still a yes/no question. That's not bad, I do something similar.

 

[InsuranceGuru]

On the other hand, I just wrote a health policy for a family at $350 a month. Saved them a ton of money, they were paying over $1100 a month..... Oh yeah, I sold them the $1100 a month plan a year ago, but their situation changed.

A year ago, they needed a group plan due to cobra expiring and a daughter who needed expensive surgery. We looked at all the costs involved, and put them on a plan with 0.00 out of pocket for the surgery and even though it was a higher premium per month, it was the same money overall for a year.... if anything else was needed (and they had another baby at 0.00 cost), that would put them ahead.

Everything is good now, moved them to an HSA group plan this year, saving them a lot of monthly premium.

My point? Lower premiums don't mean lower out of pocket. Lower premiums don't necessarily mean money saved. Prospects have a pain point that you need to find to get them to budge, this is usually premium, but not always.

Dan

Dan, I think the more important point to be made here is to ALWAYS work your existing business, because that's pretty powerful work you're doing for that family. I think everyone should at least follow up with a postcard after the sale and call at every renewal to just touch base with the client.

 

[bobson]

Hi, my name is Franz and maybe you could help me out for a moment. I'm just calling to see if you are grappling with any issues around - a problem my product solves -?
O, I'm sorry. This is Franz with - the company - and I'm just calling to see if you are grappling with any issues around - a problem.

And so on. The whole point is to "diffuse the pressure" that comes from triggering the negative salesman stereotype in the mind of the prospect. Well, I'm sure there's much more but that's what I got for free.

Have you used the script? I'm thinking of doing the $77.00 deal...

 

[Franz Kafka]

That doesn't quite fit the criteria you mentioned above, that's still a yes/no question. That's not bad, I do something similar.

Yea but it doesn't 'force' them to give an yes or no answer. They usually answer 'well, actually blah blah'. I think the point is to keep the focus on the problem they may be having. Whatever the prospect says, you keep going back to the problem until you find out whether there is a problem or not.
- - - - - - - - - - - - - - - - - -

Have you used the script? I'm thinking of doing the $77.00 deal...

Yes I have and the hardest part is to NOT think about closing for the appointment. The author says you could say all the right things but if you are still thinking about closing, the prospect can sense that your thoughts and words do not match. You have to think about nothing else but having a conversation on the problem they may be having. I haven't noticed my closing ratio increase yet - maybe because of what I mentioned above - but it does make making calls easier. If you ever decide to take the offer let us know how helpful it is.