Well I think with your opening you're going to be more of a churn and burn type of caller, unless you're really good after the opening. My critique is worthless though, I personally don't buy much hype into having an exact script for things unless you're just starting out, or if it's a regular sales person without much product or service knowledge.

The thing that I can maybe help with though, is your direction. If you're calling them, you're already trying to sell them on a meeting, I think you should change directions and sell them on what you're offering. Forget a meeting. If they're going to buy from you, you're going to be able to dedicate more time over the phone instead of having to drive to meetings and still play the waiting game.

Is this a bad time? Yeah, my car broke down and I'm late for a luncheon. haha, ok, enough playing around...

Just get right to the point. Never ask if it's a good time, just assume it is.

Here's a great script from Claude Whitacre's book Selling Local Advertising (I highly suggest getting this book from Amazon... even if you're not selling advertising. It's full of gold nuggets):

"I saw your ad in the (media). It's a pretty good ad, and I work with local businesses to improve their advertising and reduce their costs. I think I can improve your ad results. I can show you what I mean in just a few minutes. Are you going to be in tomorrow at 3:00?"

Obviously, just change it around a little to match whatever you're selling.

No one cares about your company. They want to know, "What's In It For Me."

Where's Claude or Jason??

Ha.

Not something I would ask.

If you are really devoted to the "is this a bad time" line, use this: "Did I happen to catch you at a good time"

It's kind of like reverse psychology. You're more likely to hear what you want, but still feel like you are asking if their time is important. Even if they answer wrongly on memory. I was taught this many moons ago at a car dealership BDC and I never had someone answer against me.

Me - "Did I catch you at a good time?"

Them - "Yes"

Me - "Great!"

The various opinions here about whether 'is this a bad time?'
may have missed the point of why it is used.

Asking 'is this a BAD time' has a completely different meaning
and psychology to asking 'is this a GOOD time'

Asking 'is this a GOOD time' is inviting and easy negative
response from the potential customer.

Asking 'is this a BAD time' however elicits a much
more meaningful (and helpful) response.

Inside the customer's head......thinks...'is this a BAD
time?' then thinks...I don't know because I don't know
what the call is about.

I've used this a lot since learning it and it works amazingly well.
The commonest response is....a rather puzzled 'No'

The second commonest response is 'it depends'...

Both are great for moving on to the next part of the call.

I personally would never have an opinion on what I would
and wouldn't use in a call UNLESS I'D TRIED IT MYSELF.

Hope that helps with that part anyway....the rest of the script?
Not brilliant I'm afraid and needs a LOT of work.

.

How can I improve it?

Thet (OP).....take the advice given here.


Check out Jason Kanigan's
material and study it closely. It's ALL in there
for you.

I think you're going to get hung up on a lot at best, cussed out and hung up on at worst.

These guys are SUPER busy, so you need to deliver a compelling personalized hook before even introducing yourselves because the sad fact is they really don't care who you are, what your company is or what you can do until you give them a reason to care.

Try calling on guys who are on Page 2 of Google:

"Hi "Tim", I noticed you are on Page 2 of Google and missing out on 71% of sales you could be getting and I'd like to help with that....for free"

(what?,who are you?)

I'm (your name) from (your company), the most trusted internet marketing agency in (your town)....but that's not important. What's important is 92% of all Google traffic doesn't go past the first page and 80% of your would be customers are trying to find you on Google. meaning 71% of business that could be yours is going to the other guy. What do you make of that?

(I don't like that at all)

Well, I'm not going to sell you anything yet. We can begin fixing this problem and I recommend you take advantage of our free competition analysis which will break down how your competition on Page 1 is doing, what they are doing and provide you the necessary information to make a smart move to fix your marketing problem. What is a good day next week to present your free competition analysis?

(blah blah blah)

Great Tim, what's your email so I can send you a confirmation?......


If you focus your opening on a dire problem they have, explain the problem and offer a free solution (or at least the first step to a solution), your response will go through the roof.

Cheers,

Lane

Stop. Don't ask that. Don't put it in their head. There are plenty of threads on the forum outlining why. I won't say more.

No...try this.

"Tim, this is Melissa with ABC Whatever...I'm going to be doing some information drop offs on Tuesday and Wednesday next week. Will you be in the office either of those days so I can shake your hand and put a face with the name?"

At this point he's going to say one of two things:

1) What information are you dropping off? (Tell him what you're doing and ask him a few questions so you can gather the "right" info packet just for him - actually you're engaging him and making him think you're interested and know what you're doing)

2) Yes or No. If he says Yes, say great, which day and time will you be there? He'll say I'm here all morning Tuesday. You say "great, I'll be in between 9-11. Look forward to seeing you."

If he says No, you say, "No problem" and go into a few random questions making him engage and think you're putting together a specific info packet for him, then ask "I could stop in next week too, is there a better day for you?" If he says no to that, then either don't go (take the hint) or go and drop of a packet.



You've got to get out of the script deal and be you...but be a smart you. Conversation and being genuine work better than a good script.

So you disagree with Jason? I actually have some good responses with "Am I calling you at a bad time?"

It rarely is. Mostly you almost feel them thinking and then I hear "Depends what this is about" or "Hmm, no..go ahead"

Then I introduce myself and things flow from here.

Not sure about your approach, to be honest. I am not there to drop of information so I am already lying.

You said you want to meet them and tell them about your company. That would be "dropping off information" - you want the chance to meet them, and give them info. I'm helping you, bring some information printed that is relevant to them.

Yes, I disagree with Jason on this, always have. Many people do. Feel free to go back through just about any post with this question in it and I disagree with him, as do others.

Been calling for many years, not once have I asked if it was a bad or good time (nor do we train anyone to do so). Never had anyone NOT tell me if it was a bad time.

Here's another current thread on the issue:

http://www.warriorforum.com/offline-...wait-help.html

I think something like: "Hi John, this is Thet with xyz. We provide engineered hardware solutions that... And I would like to see if we should meet. Am I calling you at a bad time?"