We’re certainly not advocates of scripts but from time to time a business does need to have a script in place, be it for training purposes or fail safe practices to help counteract difficult situations. This doesn’t mean you need to become like one of the large corporate companies running robotic scripts – you need to optimise the power of your tone.

Firstly like any cold call or general cold form of contact you need to have done your research and ensured that your product will offer some sort of validity to the person you contacts life – professional or personal.

If you don’t do this research then you’re wasting everyone’s time and you may as well just quit now before you embarrass yourself and the company (strong words but we like to repeat how important this stage is).

Here’s a generic script:

“Hi can I speak to Tom please”

“Yeah, that’s me”

“Great, how are you today Tom?”

“Fine thanks”

“OK Great, my name is Bob and I’m just calling from Tactical Sales Training”

“So”

“I’m just calling about a seminar you attended last week at The Posh Hotel, with our MD John Perrin, does that ring a bell?”

Seems pretty generic and it really is generic. However the way you deliver the script is what truly makes the difference between success and general distaste pointed towards you and your script.

You now have to get used to playing with the tone of your voice and this is really the secret ingredient between making the script sound full of excitement and life or generally a monotonous task that someone that’s under paid has been forced to do.

As a sales manager I’m sure you’d want to go with the first option.

“Hi can I speak to Tom please” – Make sure this is full of life and make sure you sound excited. The person on the other end of the phone has got the same problem like you – how do you make the day less boring? You can be the excitement and intrigue they need.

“Great, how are you today Tom?” – Mean it and sound like it too, others you fall into the hurdle of saying the whole question in one giant word. Who wants to listen to that?

“OK Great, my name is Bob and I’m just calling from Tactical Sales Training” – Again “OK Great” is the difference between you sounding like you care and you sounding like a bored auto dial robot. As you approach the end of the sentence and hit the name of you company, raise your tone into an excited manner (please don’t go overboard otherwise you’ll scare them off). The idea here is that when you raise your tone with excitement on the company name it’ll automatically make the person on the other end go through a catalogue of information attempting to recall who you are.

If they can’t recall they’ll still go ahead simply down to the intrigue you’ve placed upon them.

“I’m just calling about a seminar you attended last week at The Posh Hotel, with our MD John Perrin, does that ring a bell?” – There should be 3 elevations of your tone in this question – The Posh Hotel, John Perrin and does that ring a bell – again the idea here is to provoke interest and the human instinct to assume you do already know something.

Some people may genuinely not have a clue who you are but at least you’ll get yourself back to the front of their minds.

The idea of using your tone in key parts of the question is down to you experimenting and understanding how your voice truly does reflect emotion. Not only does it reflect who you are but also it motivates the person on the call to listen to you  – you’re excited and they want to listen to someone that’s excited.