Is your cold calling script a winner or a dud? Most call scripts are too rigid… or too long… or based on really outdated advice. Successful scripts are focused and flexible. They help you overcome resistance, get to the point, and get your prospects talking. In this presentation from Business Wise Insiders, you'll learn 6 winning scripts that will help you dial up more appointments!

1. Dial Up More Appointments:
6 Winning Cold Call Scripts

2. “Hello, my name is Jane with ABC company.
Thank you for your time. If I told you I could solve
all your problems, would you be interested?
Would you like to meet at 2:30 today or 10:30
tomorrow? Thank you again for your time.”
“Um, how
about no.”
FACT
You don’t need a RIGID CALL SCRIPT.

3. FACT
...but the words you use MATTER.
HELLO?
WHAT’S THIS
ABOUT?
NOT
INTERESTED
NOT READY
STILL NOT
SURE
LEAVE A
MESSAGE!
SHORT, FLEXIBLE SCRIPTS can help you navigate the phases of every
cold call, and maximize the chances of a POSITIVE OUTCOME.

4. The Double Handshake
SCRIPT No. 1

5. THE DOUBLE HANDSHAKE
HELLO?
WHAT’S THIS
ABOUT?
NOT INTERESTED NOT READY STILL NOT SURE
LEAVE A
MESSAGE!
“Hello, I’m FIRST AND LAST
NAME. We haven’t met, but do
you have a moment to speak
with me?”
“Okay, thanks. Is
there a better
time today we
can talk?”
“No” or
“Not right
now”

6. WHY IT WORKS
Your goals: obtain permission and reduce “friction”
No company name + “we haven’t met” = no distractions
“Is there another time today” = increased urgency, better odds

7. The Reason I’m Calling...
SCRIPT No. 2

8. HELLO?
WHAT’S THIS
ABOUT?
NOT INTERESTED NOT READY STILL NOT SURE
LEAVE A
MESSAGE!
T.R.I.C.
The Reason
I’m Calling...
...is to offer you the chance to
...is to set a time to meet
...is to show you some ideas about

9. WHY IT WORKS
Don’t waste time; get to the point
Direct approach = professional, respectful
Every call has a reason: to offer value to your prospect

10. Let Me Ask You Something...
SCRIPT No. 3

11. HELLO?
WHAT’S THIS
ABOUT?
NOT INTERESTED NOT READY STILL NOT SURE
LEAVE A
MESSAGE!
DRIVE THE CONVERSATION: 5 QUESTIONS
“If changing your
approach isn’t a top
priority right now,
what are YOUR
TOP PRIORITIES?”
“What are some
things about your
process YOU WISH
WERE BETTER?”
“Can you share some
of the details of what
you’re doing so I can
understand WHAT’S
WORKING SO
WELL?”
“Are you ever
concerned about
{COMMON
PROBLEM}?”
“On a SCALE OF
1-10, how would you
rate how things are
going right now (e.g.,
with your current
solution)?”
WHEN EVERYTHING SEEMS FINE ON THE SURFACE...
...QUESTIONS CAN HELP YOU UNCOVER UNRESOLVED PAIN AND UNMET PRIORITIES

12. WHY IT WORKS
Your prospect will resist; be prepared
Keep conversation moving, shift focus to your prospect
Your prospect talking = more engagement / interest

13. Sell the Appointment
SCRIPT No. 4

14. HELLO?
WHAT’S THIS
ABOUT?
NOT INTERESTED NOT READY STILL NOT SURE
LEAVE A
MESSAGE!
SELL THE APPOINTMENT (NOT YOUR PRODUCT)
“That’s exactly why I called. Our clients experience a lot
of the same dilemmas and obstacles, and when we
meet, we can look at potential solutions.
“You may never become a customer, but you’ll gain
some good ideas either way.”
WHEN YOU’VE UNCOVERED YOUR PROSPECT’S PAIN...

15. WHY IT WORKS
You won’t close a complex sale with a cold call
Climb the ladder: aim for the next step, not the final step
Reciprocity = give free ideas, you’ll get something back

16. The Last Resort
SCRIPT No. 5

17. HELLO?
WHAT’S THIS
ABOUT?
NOT INTERESTED NOT READY STILL NOT SURE
LEAVE A
MESSAGE!
THE “3-6-9” QUESTION
“Okay, I understand you don’t want to meet right now.
So let me ask you: 3, 6, or 9?”
IF YOUR PROSPECT STILL WON’T BUDGE...
“WHAT DO YOU MEAN?” or “I DON’T UNDERSTAND.”
“When should I follow up: in 3, 6, or 9?”

18. WHY IT WORKS
One last chance to keep conversation moving
Ask “what might change between now and then?”
Let your prospect define the timeframe (days, weeks, months)

19. The Boomerang Message
SCRIPT No. 6

20. THE BOOMERANG MESSAGE
"Hi PROSPECT’S FIRST NAME. This is YOUR
NAME. I'm calling regarding COMPETITOR
COMPANY WHO IS YOUR CLIENT. Please get
back to me at PHONE NUMBER. Again, this is
YOUR NAME at PHONE NUMBER. I look
forward to speaking with you."
HELLO?
WHAT’S THIS
ABOUT?
NOT INTERESTED NOT READY STILL NOT SURE
LEAVE A
MESSAGE!

21. WHY IT WORKS
Clear, concise, direct = better odds of callback
Mentioning competitor conveys urgency, piques curiosity
Social Proof: more likely to do something others are doing

22. INSIDERS

23. © Business Wise Inc. 2017
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