The contours of a well structured script follow what Joseph Sugarman called “the slippery slope” – starting with attention, progressing to interest, desire, and finally action (AIDA).

If you consider time as a “dimension,” then the best scripts could be described as 15-70-15 or spinning tops- narrow at the top, wider in the middle, and narrow at the bottom.

You only have ten to thirty seconds to catch your prospect’s attention. Once your prospect takes the bait, the hard work of generating interest and desire takes place. This can take up 70% or more of your talk time.

Once you reach the action and commitment stage and have posed the closing question, it is usually best to follow what almost every sales trainer says to do: “just shut up.”

How does your script measure up?

Contact me for a free telemarketing script review.