When I was working for a national insurance company I entered a contest to see who could grab the most business... OVER THE PHONE.

I put together a script that was fantastic. How do I know? It worked.

I have not shared the script with anyone -- I might give it to subscribers of my website one of these days -- but something that I can pass onto you today is how I got around to making it work for myself.

Step back for a minute and grab the script you have. (If you do not use a script, quickly break from this article and jot down what you think you probably say when the prospect picks up.)

Try this:

See your script from PROSPECT'S POINT OF VIEW. Do you ask any questions that they would be interested in answering? Do you say anything they would like to hear? If the answer to either of these is, "No," then you have a script that is worthless! Start over.

Try asking some questions that ASSUME THE PERSON DOES NOT WANT TO HEAR YOU. With this assumption you will write interest-gaining questions, rather than questions that merely get to the sale.

Here are two main considerations: you will not get a sale over the phone if you do not ask for it; and you will not get the sale if your customer does not have reason to trust you.

Test Your Calls

-- If all of your calls result in hangups, your phone number is not trustworthy. FIX: get a phone number if possible that helps build credibility (a local number will be received much differently than an 800 number).

-- If all your calls end in "not interested," your script is not trustworthy.

-- If all your calls end in "I'll take it," your price is too low. (But wow you have quite the script and you should share it with me, please!)

Cold calling can work in any profession IF THE CALLER IS VIEWED AS TRUSTWORTHY, so make yourself trust-able, and watch the prospects throw down some coin!