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I think you have to decide on your sales approach, then tailor your phone script to fit it. Your approach is either going to be product specific or general depending on your sales approach. Neither is right or wrong, just two different means to an end.
For example, if you are calling about car insurance or health insurance, you want to qualify on the phone before wasting a trip out (or even looking into their options). They are also demand products that are an easier product pitch.
An appointment centered script is just that, going for an appointment without any qualifying. You will make more trips to non-application writing appointments and qualify when you get out there. For some products, this is a more productive way to sell them (re: non-demand products). Life insurance and financial services fits this bill in my opinion. Others may disagree.
Unless we know what you want to accomplish, we can't help you. I have done both and feel I can give advice on either approach. It's funny, but if I mention life insuance on the phone, I'm usually dead in the water fairly quickly. If I lead with it while going B2B, it's actually pretty darn effective. Don't know why that is, just what I've found to be true.
For example, if you are calling about car insurance or health insurance, you want to qualify on the phone before wasting a trip out (or even looking into their options). They are also demand products that are an easier product pitch.
An appointment centered script is just that, going for an appointment without any qualifying. You will make more trips to non-application writing appointments and qualify when you get out there. For some products, this is a more productive way to sell them (re: non-demand products). Life insurance and financial services fits this bill in my opinion. Others may disagree.
Unless we know what you want to accomplish, we can't help you. I have done both and feel I can give advice on either approach. It's funny, but if I mention life insuance on the phone, I'm usually dead in the water fairly quickly. If I lead with it while going B2B, it's actually pretty darn effective. Don't know why that is, just what I've found to be true.
