Add this one line to your cold calling script for Sales Appointments to prevent objections and motivate prospects to move forward with you to the next stage.
You know that awkward moment on an appointment call as you try to move forward from the Introduction to asking questions.
Where you often get hesitation, excuses, and objections.
You get these because you haven't given the prospect a reason to move forward with you.
You can prevent this, and gain more meetings with buyers, by adding just one motivating line to your sales appointment call script
I’ve developed a technique that creates a smooth connection from your Introduction to the Questions Stage and its already proven to be successful for professional sellers and Tele-Appointment Callers.
Read on and you can start using the same technique in just a few minutes...
In the first stage of your appointment call you’ve introduced yourself and your company.
You’ve also given the prospect a potential benefit that they could gain by doing business with you.
If you haven’t seen Stage 1 – The Introduction, you can take a look now if you like or follow the link later at the bottom of this page.
Now, in Stage 2, you add the Motivator line.
You’re going to give your prospect a reason why they should move with you to Stage 3 where you will ask them some fact finding questions.
To create your motivating, connecting, line, start with a potential benefit that your products could deliver to the prospect if they qualify as a potential customer.
Don’t worry if this is all new to you I’ll show you an example in a second that will make it very clear.
Now put that potential benefit into a sentence that says to the prospect in your own words:
So that I can see if you could gain this benefit let me ask you some questions.
To make creating your first Motivating line easier use just one benefit.
You'll soon pick up the technique and you can then use more benefits and more complicated reasons they should move forward with you.
Here’s an example from the Direct Sales market place used by a company I worked with.
They design, sell, and fit new kitchens and their tele-appointment team use cold calling scripts:
Example Motivating Line:
To see if I can give you our free estimate and design service, whether you decide to become a customer with us or not, let me ask you...
The caller then goes into the qualifying questions about the size of the prospect’s current kitchen.
Why do you think this technique works?
The reason this sales training works so well is that without this line the prospect doesn’t really know why you are starting to ask them questions.
You haven’t told them, so when you move from your Introduction straight to a question they often assume this is the start of the selling process and they’re not ready for that yet.
When you add the Motivating line to your cold calling script they are clear on why you want to ask questions, and unless they have a real objection they will go with you to the Questioning Stage.
Now you understand the basics of the technique let’s add more sales training ideas to it...
You can use a benefit you used in your Introduction Stage as a motivator in your cold callinng script.
This gives a theme throughout the call, and later on in the sales training pages on gaining agreement to a sales appointment you can use the same benefit again.
So if in your Introduction you gave your reason for the call as: You might be able to save the prospect money on certain products.
Your Motivating line would be:
To see if I can save you money on the products you use let me ask you.... And then go straight into Stage 3 – The Qualifying Sales Questions.
You’ve got a special sales offer and you’re making cold calls to make appointments with prospects that you think could benefit from the offer.
Your motivating line could be as simple as:
To see if you qualify for ...
details of the offer... I just need some information about your business.
If, like me, you like to use ethical sales practices you will like this next sales training idea.
Be honest with the prospect.
Here are two example lines for a motivator in a sales appointment script that you can adapt to suit your role:
1. I don’t want to waste your time, so to quickly see if our services could be of benefit to you I can ask you a couple of questions and we will both know whether or not it’s worth our while meeting.
2. Our products are not suitable for everyone so with a few questions I can tell you if it’s worthwhile you continuing the call or going back to what you were doing before I disturbed you.
Adapt the Words and Phrases for Your Calls
I do not suggest that you just copy the examples on this page word for word into your sales appointment cold calling scripts.
Take into account how formal or friendly you want to sound, the level of your buyers, the value of your products, and your own personality. Then reword and adapt the examples and add the ones that you like to your cold call scripts.
If you like the sales training on this page and would like to see more, you can get the complete professional training course that I use with the teams I train and manage.
Learn how to create a complete cold calling script for sales appointments using you own words by following an exercise program.
Enjoy making cold calls with confidence by following the step by step instructions so you always know what to say and do at each stage of the call.
Making Sales Appointments by Telephone will also give you the valuable skill of being able to train others, which is great for career development and growing a business.
If you would like to see more about the course, and how it can help you to create your own appointment cold caling scripts, just click the image above or go to Making Sales Appointments
On this page we have looked at Stage 2, adding a Motivator to move prospects forward to Stage 3.
To see sales training on the next stage click the link for Stage 3 below, or choose one of the other stages from the cold calling script stages.
The Introduction - Learn to create an attention grabbing, all important, first few seconds of your appointment call with sales training on the Introduction Stage.
This page where we looked at adding a motivating line to move prospects forward.
Stage 3, follows this page and it's where you ask the sales questions that will give you the information to qualify the prospect as someone worth meeting. You can see this stage at Effective Cold calling Questions
Stage 4 is the fun bit, this is where you close, you gain agreement from the prospect to a meeting. If you get the first 3 stages right this becomes easy. Learn how to do it at Sales Appointment Agreement Gaining...
And just in case you get objections and call stoppers we have a full section on how to prevent and handle them at Handling Appointment Objections
And all of these stages are included, in detail, in the training course Making Sales Appointments by Telephone shown above.
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