The magic is your delivery. Only 27% of the communication when you are prospecting are the words that you say. 73% of your communication is your tonality, which includes your volume, speed, tonation, inflection, pausing, and quality of your voice.
With that said, words are important and I highly recommend that you have a typewritten script. The script that I have been using for years includes a component of influence. “We work with several companies similiar to yours, such as X, Y and Z, and our clients tell us that (plug in your laser sharp value proposition.) Then have an engaging question.
If you need help on your value proposition, please email me at [email protected] and request our value proposition worksheet. Your value proposition needs to be as unique as your fingerprint. If it isn’t you have some homework to do!
Sometimes people think that they are experiencing Sales Call Reluctance, however, they are not comfortable prospecting because they do not have a clear-cut, laser sharp value proposition. Once we help salespeople with their value proposition, they are much more confident prospecting.
