Monologue by Martin Baena
Scene: Supervisor at a telemarketing firm addressing a new round of hires, first week of training. Supervisor carries a clipboard with the “sales script.”
Supervisor: You’re not here to insist on a product. That’s one. This is sales. You’re presenting an opportunity. Here’s two. You’re going to ask for their money. That’s the close. It works. You’ll be amazed how well it works. …The best part? It’s all here. Read the script. That’s why it’s there. When you get an objection flip down the script: it’s all there. “I can’t afford it.” Guess what, there’s a script for that. Read the script, negotiate, close. (Pause) And you’ll hear silence – I promise you. You’ll hear the person at the other end go quiet. What’s it mean? They’re thinking. We had one caller get nervous first week out: he had a man on the phone go silent. (Pause) The caller goes racing through the script. Blah, blah, blah. He hears the man say: “Shut up. I’m thinking.” (Pause) Asks for fifty. “I’m sorry,” says the caller, “five?” “No, fifty. Five-zero.” says the man. Fifty. …That was target for the month. First week on the phone. It will happen. Silence is golden. One: tell them about it. If they’re on the phone, they’re interested. Two: Close. “How many do you need?” “Oh, I need this many.” Close. Hit those targets.
This work by Martin Baena is licensed under a Creative Commons Attribution-NonCommercial-NoDerivs 3.0 Unported License.