Script de Llamadas Recibidas

Instituto Amrica Responsabilidad Acadmica a colegiaturas accesibles en el Amrica a sus rdenes. Persona que llama: "Me gustara informacin sobre su programa". Nombre Fuentes Como no! Mi nombre es____. Y el suyo? Persona que llama: "Mari" "Como se enter de nosotros, Mari?" (recuerda llamarla por su nombre con frecuencia). Persona que llama (o su anuncio en la radio). Qu te interesa estudiar? Preparatoria Mari, el Instituto Amrica es un centro de estudios enfocado en la responsabilidad acadmica a colegiaturas accesibles. Contamos con horarios flexibles, programas acadmicos actuales e instalaciones nuevas. El programa de preparatoria que manejamos es nico en Zihuatanejo porque se estudia el bachillerato y una carrera tcnica en empresas tursticas computarizadas o ejecutivos en informtica. El horario, de lunes a viernes, se forma de 5 mdulos, de 9 a 1:30 de la tarde, para que puedas hacer tus tareas o incluso trabajar. Los requisitos son: Acta de nacimiento Certificado de secundaria CURP 6 fotografas tamao infantil Cita "Me gustara explicarte con ms detalle sobre nuestros planes de estudio. Trabajamos de lunes a viernes de 9 a 4. A que hora del da es ms conveniente para ti venir? En la maana o en la tarde. Persona que llama. Por la maana "Perfecto Mari!, Te parece bien que nos veamos a las 10. Persona que llama "est bien. Telfono Br & No. Mari, Cul es su nmero de telfono? Adems de (servicio que est interesada), el Amrica ofrece primaria y secundaria abierta, secundaria escolarizada, licenciaturas en enfermera, psicologa y derecho y cursos de computacin. Si conoces a una persona que tambin est interesada en estudiar, puedes invitarla contigo para darle la informacin y ganars una promocin para ti. A quin conoces? _______. Y el nmero telefnico de ella? _________. Llmala y dile de la cita. Nosotros la llamaremos en un rato para reconfirmar. Cuando venga el (da de su cita), te explicaremos el plan de estudio, la plantilla docente, te daremos un recorrido por la escuela y te daremos un descuento en la inscripcin si te inscribes en ese momento. As que ven preparada para tomar una decisin. Ahora, sabe usted exactamente dnde estamos localizados? Excelente, Mari! Ser un placer conocerla el (da y hora de su cita). Gracias y Hasta luego!

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Script de Llamadas Salientes

Instituto Amrica Me podra comunicar con la mam de (Mari) por favor..? (Nombre del prospecto). Nombre Hola, Mari! Mi nombre es________ y trabajo en el Instituto Amrica. La estoy llamando porque [visitamos su escuela/su amiga/llamaste] y [nos hiciste saber/pediste informacin] porque ests interesado en estudiar con nosotros tu __________ (servicio). Haba odo de nosotros? (Recuerde llamarla por su nombre con frecuencia). Usted est interesada que su hijo estudi nicamente la prepa o que adems de la prepa estudie, al mismo tiempo, una carrera tcnica? Personalice Mari, el Instituto Amrica es un centro de estudios enfocado en la responsabilidad acadmica a colegiaturas accesibles y atencin personalizada a alumnos y padres. Contamos con horarios convenientes, programas acadmicos actuales e instalaciones nuevas. El programa de preparatoria que manejamos es nico en Zihuatanejo porque se estudia el bachillerato y una carrera tcnica en empresas tursticas o ejecutivos en informtica. El horario, de lunes a viernes, se forma de 5 mdulos sin horas muertas, para que su hijo cumpla con las tareas o incluso trabaje. Cita Normalmente invitamos a los paps a conocer la escuela y explicarle cmo su hijo puede terminar la preparatoria exitosamente. Trabajamos de lunes a viernes de 9 a 4. A que hora del da es ms conveniente para usted venir? En la maana o al medio da. Persona que llama. Por la maana "Perfecto Mari!, Te parece bien que nos veamos a las 10. Persona que llama "est bien. Br & No. Adems de (servicio), el Amrica ofrece primaria y secundaria abierta, secundaria escolarizada, licenciaturas en enfermera, psicologa y cursos de computacin. Si conoce a otro padre de familia que tambin est interesado, puede invitarlo con usted para darle la informacin y tendrn ambos un descuento en la inscripcin. A quin conoce? _______. Y el nmero telefnico? _________. Llmela y dgale de la cita. Nosotros la llamaremos en un rato para reconfirmar. Cuando venga el (da de su cita), le explicaremos el plan de estudio, le haremos un recorrido por la escuela y le daremos un descuento en la inscripcin si se inscribe en ese momento. As que ven preparada para tomar una decisin. Ahora, sabe usted exactamente dnde estamos localizados? Excelente, Mari! Ser un placer conocerla el (da y hora de su cita). Gracias y Hasta luego!

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Tips
Here are six selling tips you can use when preparing your selling scripts. 1. First of all, be yourself. It's a lot easier than trying to be someone else. 2. Turn the call into a conversation with your sales prospect. Remember - don't read, just talk. 3. Think about saying something your sales prospect has never heard. For example, "I'm calling to see what we can do to help you consider our line of (Insert your product/service here)." 4. Have a 5" X 7" mirror sitting close to the phone to make sure you're smiling throughout the entire sales call. 5. Periodically you should record your end of the phone call. Pay attention to your volume, inflection, pacing, and your tone throughout your sales call. 6. In sales, preparation and practice separate the Willy Loman's from the Quintessential sales pros. The kiss of death for any sales representative is to call a sales prospect and sound like every other salesperson who's ever called your prospect. There is only one way, at least that I'm aware of, not to sound like everyone else. It boils down to preparation and practice. The more you prepare and the more you practice the better you'll sound to your sales prospect. Once you prepare a selling script that works for you, you'll never suffer any anxiety when calling sales prospects. Using the right words is one of the best ways to warm up your sales prospects. Why take chances when you can choose the right words. A good selling-script when spoken, won't sound like a script. If you doubt me - ask Daniel DayLewis.

Example & Whys

Opening "Is this Mr. Jones? Hi, this is Jane Gray with Manic Maids." It's always a good idea to clearly identify yourself and your company in the opening. Don't misrepresent yourself by pretending you are conducting a survey of local business owners or by using a similarly deceptive approach. It will most likely backfire on you later in the call. Statement & Interesting Question "We're offering a deal right now on commercial cleanings. Have you ever worked with a cleaning company before?" The statement and question are designed to tell the prospect why you are calling and create the momentum you need to carry the conversation to the next step. The idea is to use a question that catches them a little off guard and requires an answer you can leverage. A question that asks the prospect if they have experience using the product or service you offer can work well because it gives you a nice launching point for a discussion about your service or product. The Offer "Good, so you're already familiar with commercial cleaning services. Our services are similar to [the company they've used], but there are a few important differences." When you introduce the offer, your goal isn't to overwhelm them with details, but to give them basic information like price, features, and other important terms. Ideally, the offer should naturally flow from the rest of the conversation and provide the prospect with an incentive to purchase your product instead of someone else's. Overcome Objections "I understand your concerns about cost. Cost was a concern for many of the other local companies we do business with, too. That's why we've designed small business packages that are both affordable and flexible." Objections can cover a lot of territory. Although your script should include responses to the most common objections your sales reps encounter, they should always validate the prospect's concerns and present a way for him to justify a decision to purchase your product. Trial Close "So it sounds like our next step is to schedule a time for someone to come out and do an estimate, wouldn't you agree?" The purpose of the trial close is to present a question that presupposes a positive response. The problem is that trial closes often end up sounding cheesy and unsophisticated. A question like, "You would definitely be interested in purchasing the best product at the lowest price, right?", sounds forced and artificial. Instead, you might want to consider using the trial close to introduce the next step in the process, which in this case is a site visit.

The Close "Can we schedule your estimate for Friday?" A good close asks for the desired result with precision and detail. Whether you are sealing the deal or moving them into a sales cycle, the point is that you need to give them enough information to take the next step. Related Articles Want to learn more about this topic? If so, you will enjoy these articles: