Phone Scripts Credibililty: Make Em Choke on “We are all set.”

Let’s take a moment to focus on just one element of breaking through your high worth prospects’ mind defenses and getting an appointment.

Establishing credibility and value… within seconds of hearing “Hello.”

This is about giving your targets “cause for pause” so that the auto-response blow-off’s get stuck in their throat. You stop them dead in their tracks by projecting credibility that says, “I am different and better than the rest. You may get something valuable from me. It is worth it to listen to me a few seconds longer.”

Project credibility in a variety of ways, but there is one important key to giving them “cause for pause.”

Project credibility by…
– dropping recognizable names of major companies who have worked with you.
– dropping recognizable names of local companies that have worked with you.
– relate the number of companies that have worked with you within a period of time
– Share the specific results that your solution has achieved.
– relate benefits meaningful to your prospects (not just you.)
– others exist.

The one important key to cut through the B.S. barrier and getting your target to take your seriously?????????????

Specifics, specifics, specifics.

You must relate specific companies, a specific number, specific meaningful benefits, specific results.

So, throw away all the … we do good work, we give good service, we are swell… meaningless generalities that mean nothing.

Mega Industries, Goliath Intergalactic and The Humongous Company have chosen us to…

Locally, Charlie’s place, Hometown Manufacturing and Mayberry’s Best work with us because…

Last year, 103 companies with over 250 computer stations chose us to…

We helped a widget plant like yours realize a $225,000 savings within 90 days and increase throughput 4.2% within 6 months, we would like to share info…

Specifics, specifics, specifics. Shoot them between the eyes with specifics that project credibility and worth and separate you from all the other schmucks who think appointment setting is a numbers game and all they have to do is dial more.

You have to say something that gives them cause for pause.

So how are you projecting credibility?

Are you saying anything that is different or more powerful than your competition?

If not, you are costing yourself a lot of opportunities.

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