You may consider telemarketing as a method for boosting sales, but it’s not to be taken lightly. Telemarketing without a script is like driving without brakes. If you’re determined to take phone sales into your hands, keep these tips in mind:

• Use a one-page customized script — don’t "borrow" a competitor’s.
• Have operators internalize the script; they’ll sound more natural.
• Train operators to counter objections.
• Adopt a soft-sell approach.
• Get the prospect on your side.
• Repeat the benefits. Repeat the benefits.
• Ask for the sale, and make it easy to pay immediately.

A good telemarketing script contains:

• An Intro. "Good morning/afternoon (prospect). I’m (caller) with (company). Would you have a free moment to learn how you can (save money, feel better, etc.)?"
• Partnering. "Don’t you agree there’s a lot to be said for (cite a tangible benefit)?" If the prospect agrees, you are no longer "the enemy."
• Hammering. Rattle off the benefits, as many as you can, as often as you can.
• A Closing. Ask for the sale by reiterating the prospect’s agreement with any sale points.

Writer: LeAnn Zotta