Question

Topic: Other

Marketing Call Script

Posted by Anonymous on 4/4/2008 at 3:55 AM ET 250 Points
Hi all,

Would like to know how i should initiate sales talk in a professional manner with :-
- totally new customer whom we would like to penetrate,
- dormant ex-customers and
- customers whose support is reducing by time.
We are a logistic company (NVOCC), sea freight is our main focus at the time being.

A script would be extremely helpful

Thanks
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RESPONSES

  • Posted on 4/4/2008 at 3:00 PM Accepted
    Your best bet is to get some sales oriented books and read them. Jeffrey Gitomer's Little Red Book of Sales, or Little Red Book of Sales Answers are great and will point you in the right direction.

    You are going to have a different "script" for each one of those calls.

    Suggestions:
    New Customer: Start off with how you can help them increase their business, create value for them to speak with you. Lots of questions! Tell them a story of how you helped someone in a similar situation to theirs.

    Dormant Ex-Custom: Find out why they are no longer doing business with you. Accept responsibility and correct the issue.

    Support reducing customers: Lots of questions. Why are they slowing down? How can you help them increase their business so it will increase yours? Find another customer who was once in their situation and tell them how you helped that customer.

    Hope this help,
    Zack Pike
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