SPIELS FOR TELEPHONE PROSPECTING

Question 1

WARM SPIEL (REFERRAL)

Answer 1

Hello, Good Morning / Good Afternoon, this is Grace from (Company name). I am looking for Mr. Noah Cruz? (Wait for a response). Mr. Cruz, you were referred by your officemate and our common friend (mention how the prospect is related to the one who referred and how he is related to you), Ms. Sarah Santos. I understand that you want to know more about investment and insurance from
(Company name) (then set a specific time).

Question 2

COLD SPIEL

Answer 2

Hello, Good Morning / Good Afternoon, this is Grace from (Company name). I am looking for Mr. Chicco Tan? (Wait for a response). We got your number from (Company name) priority list and we would like to discuss our programs about insurance and investments (then set a specific time).

Question 3

NATURAL MARKET SPIEL

Answer 3

(Your usual pleasantries using your natural language) Remember I mentioned last time I already joined (company name)? (Wait for a response) I would like to see you so we can already talk about it (then set a specific time).

(Your usual pleasantries using your natural language) Did I mention that I already joined (Company name)? (Wait for a response). Actually, you are one of the people I thought of and I know you would love to know more about your options regarding savings and investments (then set a specific time).

Question 4

SPECIFIC TIME: (BOTH FOR COLD AND WARM LEADS)

Answer 4

Examples:
• Let’s meet on Monday Morning or Tuesday afternoon?
• Let’s see each other this coming Friday 6 PM or Saturday 10 AM?
• Which do you prefer weekdays or weekends?
• This week or next week?

Question 5

SPECIFIC LOCATION: (WARM LEADS)

Answer 5

Examples:
• Where are you located now?
• May I know where your office is? Is there a coffee shop or restaurant nearby?
• Let’s meet at a restaurant or coffee shop near your place?

Question 6

SPECIFIC LOCATION: (COLD LEADS)

Answer 6

Examples:
• May I know where your office is? I can definitely meet you in your office or around the area.
• May I know where your office is? We can meet in your office lobby or any coffee shop near your
office.

Question 7

CONFIRMATION OF DETAILS

Answer 7

Once the prospect confirms an appointment, make sure to review the details.
Example: “So Sir Noah, just to recap, we are going to meet on Saturday, at 10 AM at Starbucks in Alabang Town Center, okay?”

Question 8

CLOSING SPIEL

Answer 8

• Looking forward in meeting you. See you on weekend, bye.

* Excited to see you. Thank you very much.

Question 9

If unsuccessful in setting an appointment

Answer 9

In case you would like to get in touch with me to discuss (Company Name), my line is always open. Thank you for your time, have a great day.” Or

“Should your friends, relatives, or you know someone who wants to know more about insurance and investments, please refer them to me. Thank you very much.”