How to write a LEAD-OFF script for prospecting for business sales, real estate sales, and financial services.
(page 27)
In real estate prospecting, and business-to-business prospecting, the Lead-off script is the introduction of you and your product and your service and a followed by a brief selling message.
It is the traditional prospecting script and sales script dialogue that we address in this "How-to write a sales training course and training manual.
Writers of sales managers courses and sales training courses and people in the business world consider it to be the sales pitch and the pitch script. Most sales managers and sales trainers and business coaches think the pitch script and the sales pitch is the only neccessary part of sales prospecting and making the prospecting call.
It is only a part of the words used in a business prospecting call and a sales call because there is more dialogue that usually takes place. How-to write a business script opening dialogue for business-to-business sales calling is more difficult than it seems.
"This is only the opening act of a performance that can go in many directions after the initial prospecting call and sales call is made."
In a business-to-business sales and B2B sales or in real estate sales, the prospecting call the prospect can agree to;
1. give you an appointment
2. to ask a question
3. state an objection
4. may want to hear your classic sales dialogue.
It's impossible to predict how the business prospect is going to respond.
This is where “Smooth talker” business scripts and sales scripts and prospecting scripts comes in. Smooth-talker business scripts and prospecting scripts and sales scripts are written to cover everything “after" the pitch script.
Smooth-talker business scripts and sale scripts and prospecting scripts are written in preparation for almost anything the business prospect is capable of saying. Business to business sales scripts and B2B sale scripts can be very confusing. Lead-off introductory sales scripts are the subject of many books and articles on selling.
_________________ Notice I said “selling" and not “prospecting." ____________________
Business managers and sales trainers and sales managers and business coaches agree that most scripts try to sell the business prospect without bothering to ask the question whether they want or need the product. Lead-off scripts are discussed lightly and are not the primary focus of this "How-to write a business script" book.
We will devote sufficient text on to How-to write a business script and sales script and prospecting script for the Lead-off scripts. It will be enough for you to write a basic "How-to write" Lead-off introductory prospecting script.
We chose the color "blue" as a means of identifying the introductory business script and prospecting script and sales script. Lead-off business scripts are printed on heavy duty Blue card stock material.
The basic strategy is simple enough. The answers you can possibly get is a ...
1. Yes
2. No
3. Maybe
4. Not now.”
"Once you have that answer, ... you'll know which direction to go based upon how the prospect reacts and what they say."
Leadoff business scripts contain unique formulas and components of this "How-to write" book. The most important thing for a sales trainer or a real estate trainer or a sales manager to do when writing the introductory lead-off business script and sales script and prospecting script, is to have a reason to call.
Most of the dialogue of a business script and prospecting script and sales script is usually about saving time and money or getting a better product.
It is the first words to be used in lead-off first call scripts. The difference between a “Blue lead-off” script and the main business script and prospecting script and sales training script is that you use the Blue Lead-off prospecting script on every call.
Once it is spoken, you immediately go to the main Smooth-talker business script and prospecting script and sales script. Sales trainers and Real estate trainers and sales managers universally agree that business sales people and real estate agents get stumpted at the simplist objection in the heat of the telephone prospecting call.
How to write the reasons for the prospecting call and determined the purpose of your call? You'll only get what you ask for and your customer will decide to buy what they want. The prospect will want to know if the product meets his needs.
The business prospect knows if it's the right time to buy and if thet can afford it. Introduce your product or service and what it will do for the prospect. Do this as quickly and efficiently as possible.
Further writing can be found in my book; Smooth-talker, How To Write Your Own Business Script.