How to stick to the script

Modified on Sat, 3 Aug at 2:53 PM

I cannot stress this more: stick to the script.

We have listened to thousands of calls and refined the script so that every word, every sentence is designed to get you the best results. If you change the words, your results will decline. Why do people change the words and why is it a challenge to stick to the script?

Here is my guess (2 -minute video)

https://app.screencast.com/0dL2RoGC1M0TI

Another problem occurs when you don't stick to the script. You inadvertently say things that are not true. For example, I just listened to a call where the appointment setter said this:

"with investment assets of minimum $250,000 to $1 million." The word minimum is not in the script, on purpose! Nor is the word maximum.

The appointment setter also said that the demonstration would be a ZOOM call. The demonstration is not a Zoom call. There is no Zoom link. But the professional does need to be at a personal computer or laptop with a full screen.

My point is this. The more you say extra words and deviate from the script, the greater the possibility something flies out of your mouth that is not true.

The solution? stick to the script.

Here is how your calls should sound:

role play 6-24-24.mp4

One other tip. Do not speak to people who are not giving you their full attention. If you hear they are doing something else, do not continue the call.

For example, I just heard a call where the appointment setter was speaking to someone who sounded like they were working in the kitchen such as mixing in a bowl or handling dishes or something of that nature. If you hear noises like that, you need to stop and say, "Joe, it sounds like you're doing something else right now and maybe I should call you at a different time to talk to you about getting new clients." If the professional tells you now is a good time for a call then you need to tell them, "this call is very short, just a few minutes -- would you be able to stop doing something else while we speak?"

Last tip.

Why are you calling?

To help them get new clients.

No one cares about attending a demonstration. Most all of these professionals are interested in adding new clients. So if you need to explain why you're calling, your answer is "I'm calling to talk to you about getting new clients -- would you be interested in adding new clients?"