New company and 20 yr old script

3 replies
Hi all, I'm new here and asking because I have no where else to turn. I've done research over the last few weeks in regards to cold-calling techniques and found myself confused as to which approach to use in my current workplace.

First of all, I have decided to get into a B2B telemarketing role after a year in B2C direct sales. I had initially thought the role could train me in a consultative sales approach (reason why I wanted B2B due to getting sick of hardselling to gullible people and wanted a more ethical approach) however the script that I am forced to stick with by my employer is 20 yrs old and all about hard-selling.
They mentioned to me that 'the script has been working for 20 yrs' and not to change it / complicate it / 'oversell'

Now it basically goes like this:
- Greeting / Get past gatekeeper
- Greeting / Mention you are only calling in regards to past contact (even if it's BS) / Gather details
- Product information
- Assumptive Close
- Rehash

This is not an appointment setter role, it's closing the deal there and then, setting up new accounts.

In this pitch, therefore there are:
- No open-ended questions
- No pre-empting common objections
- Potentially lying in regards to past contact (Not allowed to skip it)
- Seller 80% and Buyer 20% of sales process
Closing rate at 1% on average, though the top seller in the office is around 5% -> still, she achieved more retail value then the entire office combined last week.

So far what I'm attempting to implement a few open-ended questions to make the whole pitch sound less 'salesy', I've also swapped the script order to pre-empt the price objection before closing.

Alot of people deviate from the script (natural as a salesperson) only to be reprimanded - the top seller doesn't, still I do not wish to be a job hopper so I'm sticking to this role for a few more months - at the same time I wish to achieve/exceed targets in this role so that I can have it on my resume. Any advice?
#company #script
  • Profile picture of the author Jason Kanigan
    Are you being paid hourly/salary? If so, you have to use their script if they insist. It's their company and their job description.

    If you feel unethical about it, you'll have to quit. Sorry for the bad news.
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  • Profile picture of the author mindtech
    I'd be interested in knowing what you're selling.
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  • Profile picture of the author Joe Stewart
    Originally Posted by Coldcaller View Post

    Hi all, I'm new here and asking because I have no where else to turn. I've done research over the last few weeks in regards to cold-calling techniques and found myself confused as to which approach to use in my current workplace.

    First of all, I have decided to get into a B2B telemarketing role after a year in B2C direct sales. I had initially thought the role could train me in a consultative sales approach (reason why I wanted B2B due to getting sick of hardselling to gullible people and wanted a more ethical approach) however the script that I am forced to stick with by my employer is 20 yrs old and all about hard-selling.
    They mentioned to me that 'the script has been working for 20 yrs' and not to change it / complicate it / 'oversell'

    Now it basically goes like this:
    - Greeting / Get past gatekeeper
    - Greeting / Mention you are only calling in regards to past contact (even if it's BS) / Gather details
    - Product information
    - Assumptive Close
    - Rehash

    This is not an appointment setter role, it's closing the deal there and then, setting up new accounts.

    In this pitch, therefore there are:
    - No open-ended questions
    - No pre-empting common objections
    - Potentially lying in regards to past contact (Not allowed to skip it)
    - Seller 80% and Buyer 20% of sales process
    Closing rate at 1% on average, though the top seller in the office is around 5% -> still, she achieved more retail value then the entire office combined last week.

    So far what I'm attempting to implement a few open-ended questions to make the whole pitch sound less 'salesy', I've also swapped the script order to pre-empt the price objection before closing.

    Alot of people deviate from the script (natural as a salesperson) only to be reprimanded - the top seller doesn't, still I do not wish to be a job hopper so I'm sticking to this role for a few more months - at the same time I wish to achieve/exceed targets in this role so that I can have it on my resume. Any advice?

    I've been in that situation before too. I left after one shift. Actually, the place was run by an extended member of the Knievel family. Yeah, Evel Knievel's extended family. I think it was his nephew, but I'm not sure.

    Anyway, it was very uncomfortable and, in my mind, it wasn't how I wanted to do business.

    You're the one that has to look at yourself in the mirror every morning. If you can live with what you're doing, then keep doing it. If you don't like the person that you see, then regardless of whether you don't want to "job hop" or not, you should seriously consider moving on, or at least start looking for something else.

    My two bits.
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