Just the right script

How do you know if you are using the right script when making prospecting calls?

First, throw out the script! You have to be able to "tell" the story, no "read" it...remember that advice from grade school book report presentations?

Especially throw it out of someone else has written it for you.

Today one of our most successful agents was working from a script written and used by another of our most successful agents. But even after a couple hundred calls he sounded just awful...flat, no energy to it. Worst part...prospects were cutting him off and he knew it.

We spent about 30 minutes doing several role-playing exercises, digging in deep about how he felt about this company's products. It finally clicked. He took the key phrases we had identified and made them flow in his own words. It was strong and believable. I'm certain he'll set an appointment today with the "new" version!