Script specifications. The script headings are representative of the headings of all of the scripts. The following are for real estate expired listings ... but all scripts are similar. (page 3)
The Smooth-talker Business Script page order will change slightly because they emphasize the type of script you purchase. For instance: Notice of Default headings will concentrate on the TIME element and emphasizing the limited amount of time the owner/prospect has to get the property sold, ... generally 3 to 6 months.
GREEN pages means you are Talking about Need, Want, Money, Time, Requesting an Appointment Making a decision, Getting an agreement etc.
1. Need To List - Appointment - Dialogue is about the prospect having a Need for the product or service.
2. Do You Want The Services Of an Agent The dialogue talks about whether the prospect WANTS what you have to sell.
3. Best Time To Meet Appointment -
4. Time - When Will Prospect List What is the timeframe for purchasing the products and service you sell.
5. Talk About Money Appointment -
6. Get More Money For Selling
7. Decision - To List & Choose an agent
8. Potential to do business - Motivation
9. Overcome Reluctance Take the next step
10. Closes - Ask for the order
11. Get An Agreement To List With Me
12. Build Relationships
RED pages contain Questions that must be answered & Objections that must be responded to.
1. I’m Not Interested
2. I Don’t Want Whatever You’re Selling
3. Too Busy - No Time to see you
4. Non-Committal - I Can’t Decide
5. I’ll Think about It - Stalling
6. Send Information - Tell me by phone
7. Why are you calling?
8. Why Should I Choose You?
9. Why Should I Change Agents?
10. You’re Asking A Lot Of Questions
11. Do You Have a Buyer?
12. Bad Experience - I’m Mad At You Agents
13. Sell It Myself, Save The Commission
14. If you’re so good then get me my price.
15. How Much Is Your Commission?
16. Others charge less commission.
17. Will You Negotiate Your Commission?
18. Will You Cut Your Commission?
19. I’ll List with a neighbor
20. Friend in the Business
21. Not Now - Maybe in the Future
22. Wait until the Economy Gets Better
23. I Want to Wait - Now Is Not a Good Time
24. Call Me Some Other Time
YELLOW pages are the traditional Selling Language: the reasons to do business with you.
The facts about you & your product or service and the company you’re with.
1. 30 Second Commercial
2. Agent Profile - Agent Services
3. Agent Services - What I Can Do
4. Affiliations - Guarantees - References
5. Benefits of Company & Agent Services
6. Why Meet With Me? Things to discuss
7. Reasons to Choose Me
8. Reasons to Choose My Company
9. Resources, Internet, Research, Size, History
10. What a Broker and Agent Can Do
11. The Marketing Plan I Intend to Use to get your home sold.
12. Listing presentation or sales presentation (phone version)
"If sales scripts and business scripts only required 25 words of dialogue, it would be a perfect world."
• Prospecting scripts and business scripts scripts are written for the majority of salespeople.
• Sales training scripts and business training scripts are written so that 3 out of 4 people that
receive calls can understand them.
• Having a well written sales prospecting script gives you many ways to say something ...instead of just one way to
say something.
• How many ways do you have for to get an appointment?
• Do you have only one or do you have half a dozen ways to get an appointment?
• Are you prepared to respond to common questions and objections?
• Sales training courses and real estate training programs benefit salespeople when making a prospecting call.
Sales training courses and real estate training programs for sales training are written to say the proper words to contact potential prospects for the purpose of getting new business.
The chapters on sales training courses and real estate training programs are the most important chapters in sales training manual.
1. People tend to use the business training & sales training and sale scripting tools they get in
business training classes. That is the only thing they know
2. A sales script is a sales tool that is used constantly and becomes a sales training device for
skill building. The sales training skills and word use requires a lot of practice.
3. Now you can take the things you learned in sales training courses & business training
programs & real estate training courses and "put them to use."
4. You've got a place to put sales dialogue that they have written and put it in a place where
it is logical and orderly.
Sales scripts and business scripts insures that salesperson give the same uniform message, guarantees, and policies that the company must stand behind. When you are skillful with the words learned in business training and sales training, you don't have to constantly sell, use pressure, or be manipulative.
Often in sales training and business training the actual words get glossed over. Getting new business prospect involves selling the features and benefits of a product or service. A business training script and a sales training script just adds the proper elements to every prospecting situation. If you can remove the fear of the prospecting call, your business revenue will increase.
If a sales training courses scripts and real estate training scripts can be written with correct English, it can also be amended to exclude improperly worded dialogue.
As long as sales training scripts and business training scripts are delivered as it's written, it will be acceptable. If it's more effective than any other version, it will be considered a superior script.
Sales scripts and business scripts insures that courtesy will always be used. Courteous dialogue can be demanded from all salespeople and they are expected not to deviate. Sales script and business script dialogue then becomes the standard by which all other sales conversations can be measured.
Using sales script dialogue eliminates a person from using their own brand of sales dialogue. Also, a sales script and business script promotes consistency and prevents them from using their own “homespun” words.
In a sales career, your health can affect your wealth. Studies show there can be physical pain related to sales prospecting and business prospecting. The physical side of sales prospecting and business prospecting can be headaches, tension, stomach cramps, tightness in the chest, and problems with blood pressure.
Sales training courses and real estate training programs eliminates the buzz-words that misinform.
A good sales training business training program teaches the salesperson that sticking to a sales script eliminates the latest buzz-words that can become a source of misunderstanding. Buzz words have created problems for the business training courses because they change so often.
Insisting on using a sales training and busines training script insures that a salesperson abides by the Department of Licensing rules and Fair Business Standards. Writing a sales script and business script insures that your comply stays with-in “Department Of Licensing” rules. Writing a business script "word-for-word" satisfies the requirement that you to say something according to the law.
Mandatory phrasing of a sales script means that some things will be said in a legal way. For instance: Real Estate commissions are negotiable and tax advice and legal advice are prohibited.