The COLOR-CODE is the most important aspect of the prospecting scripts and sales scripts.
Color-coded business scripts enable you to make better business prospecting calls.
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____ "I was sitting at a traffic light .. when I had the brain-storm for a color-code for
Smooth-talker sales and prospecting scripts. ______
1. The "traffic light" changed and I automatically reacted to it ... It was then that the idea hit me that I needed colors that resulted in a reaction for navigating a business sales script and prospecting scripts and sales script.
2. It dawned on me that I reacted without thinking ... and I immediately came up with a simple color-code for Smooth-talker prospecting scripts and sales scripts.
3. It was the perfect idea for my sales prospecting scripts and training scripts.
______ Having a simple color-code is the most important element in locating an appropriate
line of dialogue of the prospecting scripts. _______
People will respond to something automatically if there is a system in place to use when telephone prospecting. It adds a uniform way for sales training to write and use prospecting scripts and sales scripts.
All communications share the same basic business training pattern whether scripted or not. We try to place the elements of a business script and prospecting script and training script in the same order and sequence as in every conversation.
1. Smooth-talker business scripts and sales scripts and prospecting scripts are designed to incorporate the same sales training and business training principles to add some semblance of order to the basic components of communication.
2. Smooth-talker business scripts and training scripts and real estate scripts use the colors of the traffic light to quickly locate the appropriate scripts that are needed for each prospecting call and selling situation.
It was the perfect idea for teaching real estate agents and business to business sales people to use in a sales scripts and prospecting scripts and business scripts.
3. Each colored page has a heading with bold print that identifies the specific purpose of the 5 or 6 lines of dialogue. The key element is to add structure and process to what you have to say. The formula stays the same for any and all types of sales business and professions.
_________ The color-code was decided because it offered a foolproof system. _____
______ They are an unmistakable choice of colors. ___________
The key to the script's effectiveness is that they are printed on heavy duty colored card stock. Colored card stock is distinctive and easily spotted. The colored card stock stands out and is quickly located and available when you need to locate a prospecting script or sales script.
Printing on colored pages is used so that a business script or a sales script or a prospecting script can easily be found in a fraction of a second!
Three parts to every business and prospecting conversation.
All three add up to a prospecting attempt to develop development a new business relationship.
1. GREEN means it's your turn to talk.
2. RED means communication stops, let the other person ask a question and state an objection.
3. YELLOW means proceed with caution whenever you are selling something.
There’s just no time to waste on getting to the sales script or training script or prospecting script to find a response. Pausing for even a fraction of a second gives the other person a reason to believe that you’re stumped and out of ammunition.
__ Colored card-stock can be identified from any angle, front or back and no additional tabs or markings are needed.__
There are only “Clear plastic flippers” to navigate with. They are appropriately marked in green red or yellow color with a visible tab that's easy to find. The plastic section-flipper opens a section of 12 page headings (6 per side) which can be viewed at a glance.
We needed to find the fastest method for finding business scripts and sales scripts and prospecting scripts.
The most important feature of Smooth-talker business scripts and prospecting scripts and sales scripts is the speed and accuracy for locating the page headings that contain the 5 or 6 sentences regarding each subject of the page heading.
GREEN pages dialogue are for when you are TALKING and CONVERSING ...
After the introduction & reason for the call, (the Lead-off) you will usually ask the prospect about need, want, money, time, decision, potential, and try to close for an appointment.
It is your turn to be talking about ...
• Discussing the prospects NEED for the product & service.
• Asking the prospect if they WANT the product & service.
• Reqesting an APPOINTMENT based on MONEY and financial matters.
• Finding out the TIME for buying the product or of when they need the services you offer.
• Determining the POTENTIAL to do business.
• Asking the prospect if they have made a DECISION.
• CLOSING for the sale or CLOSE for an APPOINTMENT.
RED pages mean STOP TALKING & LISTEN! In the real world of prospecting, you will get a question or an objection.
.. the prospect has QUESTIONS that must be answered and OBJECTIONS that must be responded to.
"There is a lengthy list of categories of objections but we at Smooth-talker Sales Scripts have chosen to limit them to 24 of
the most often heard objections. It's more than enoughto to handle most prospecting calls"
• Most prospects just try to prevent the call from going any farther once they find out that it's a sales call.
• They say they're not interested.
• They tell you to send them the information.
• They want to cut your prices, commissions, and fees.
• They say that they have a supplier or that they have a friend or neighbor they prefer or do business with.
• Often they want to wait until the economy gets better, or they want to delay meeting with a salesperson.
• They prospects will try to Deflect, Delay, Distract, Defer, Sidetrack, Hinder, Postpone, Prevent and Reject
your prosecting call with a real or imagined OBJECTIONS or to simply make it hard on the salesperson.
YELLOW pages are the traditional SELLING DIALOGUE that salespeople use to convince & pursuade a prospect
"A good salesperson should have at thier fingertips a sales presentation about their
products & services and the reasons the prospect should do business with them."
• They should have a "30-Second commercial" .. also known as an "Elevator pitch" written down and ready to say.
• They should have at least 3 reasons to choose them as their sales representative.
• The salesperson's experience profile and what they can do for the prospect.
• The agents or salespersons resources for getting the job done.
• References the prospect can call and guarantee policies of the company.
• Reasons to choose the company.
• Benefits of their product and service.
• A meeting outline for what will be discussed at their appointment. ... and on ..and on.
these are just a few of the main points of the YELLOW pages sales plan.
• Each heading represents a page of the script and it has 5 or 6 "one-liners" that can be simply read
aloud to a prospect.
• There are 12 pages of Lead-off scripts and 48 pages of color-coded script with with approximately 300 individual lines of dialogue. (total of 60 pages)
• Just determine when to: ... TALK ... and when to LISTEN ... and when to SELL then pick a heading.
GREEN pages means you are Talking … about Money, Time, & Requesting an Appointment.
1. DISCUSS NEEDS, You are asking if there is a NEED for your services?.
2. WANT, Do they WANT the services of a real estate agent
3. MONEY ISSUES Request an appointment to discuss the money issues they face.
4. MONEY, Will they and can they pay a commission?
5. TIME ISSUES Talk about how much time they have to sell the property and most likely ask for a "Short sale."
6. TIME BEST TIME, When is the best TIME to meet and ask for an APPOINTMENT.
7. DECISION Have they made a DECISION about who the choose as their real estate agent.
8. POTENTIAL Asking questions to qualify the prospect and gauge the POTENTIAL for doing business.
9. CLOSES Ask for the listing.
10. COMMITMENT TO SELL Get some sort of committment to co-operate if they give you the listing.
11. OVERCOME RELUCTANCE Dialogue that puts their mind at ease
12. SYMPATHIZE Show compassion. Dialogue that shows that you understand what they are going through
RED pages contain Questions that must be answered & Objections that must be responded to.
=================================================================
1. I’M NOT INTERESTED ... The RED HEADINGS are in the form of ... "What They Say To You"
2. I DON’T NEED ANY HELP
3. I DON’T KNOW IF I WANT AN AGENT
4. WHY DO YOU KEEP CALLING ME?
5. DROP OFF INFORMATION & I’LL LOOK AT IT
6. TELL ME OVER THE PHONE - SEND INFO.
7. I’LL DECLARE BANKRUPTCY
8. IT ISN’T FAIR - I DON’T WANT TO MOVE
9. I WON’T SIGN ANYTHING, MY WORD IS MY BOND
10. I DON’T WANT TO TALK ABOUT IT
11. WHY DO YOU WANT TO KNOW SO MUCH?
12. YOU’RE ASKING A LOT OF QUESTIONS
13. I HAVE PLENTY OF TIME
14. WAIT FOR SOMETHING TO CHANGE
15. WE’LL WAIT AND SEE
16. DENIAL - I DON’T AGREE WITH THE FORECLOSURE
17. I CAN’T DECIDE
18. OUR LAWYER WILL ADVISE US
19. I CAN’T AFFORD TO PAY A COMMISSION
20. IF YOU’LL NEGOTIATE YOUR COMMISSION ... I’LL TALK TO YOU
21. I’M GOING TO REFINANCE
22. I DON’T WANT TO LOSE MONEY
23. I DON’T HAVE ENOUGH EQUITY TO SELL
24. I WANT TO THINK ABOUT ITI haven’t made a decision
YELLOW pages the traditional Selling Language and reasons to do business & facts about your product and company. ==================================================================
They are the "Sell & Tell" pages and you must fill in the information in the appropriate places.
1. 30 SECOND COMMERCIAL with Foreclosure Information
2. NOTICE OF DEFAULT FACTS
3. COUNTDOWN TO THE FORCLOSUE amount of time left
4. WE’LL DISCUSS, FORCLOSURE PROCESS
5. AFFILIATIONS - GUARANTEES - REFERENCES
6. 3 REASONS TO CHOOSE ME
7. AGENT SERVICES regarding NOTICE Of DEFAULTS
8. COMPANY SERVICES & RESOURCES
9. THINGS A BROKER / AGENT CAN DO
10. REASONS TO CHOOSE MY COMPANY
11. MARKETING PLAN for Notice Of Default
12. LISTING PRESENTATION brief phone version for Notice Of Default
• "IF YOU DON'T MAKE THE CALL" ...someone else will! .... and you won't get
the chance to help the prospect by listing the home.
Some things to consider: ....
Always have an answer.
Never ask a prospect a question that you don't have an answer to.
It's the technique that journalists live by. They rarely ask questions that they don't have some inkling as to the answer.
How to answer most questions?
Answer it the way you "wish" a question were asked and then choose a self-serving answer. Four out of five times a question can be anticipated and an answer can be scripted.
Self-serving answers.
A self-serving answer can take the sting out of a thorny objection. Let's face it, most of the elements of a prospecting sales call and sales presentation consist of self-serving statements
Isolate, clarify, and then restate it your own way.
Restating the objection from a different point of view is better then just echoing back the business prospects last words. Restating it your way leaves out the irrevelent things that a business prospect says.
How to answer unspecific and over generalized questions and objections.
A general question or objection deserves a general answer. If the prospect talks in generalities they don't really have any reasons not to agree with you.
The "It depends" response ... is overused & is annoying.
The universal way to answer questions or an objection is to say “It depends.” You should use this method sparingly. If you use “it depends” with every question asked, the prospect gets irritated trying to come up with answers to clarify what it “depends on.” We all know that the person who asks the questions controls the conversation. The point is that the business prospect feels that they don’t have control.
Never belittle a question or an objection!
It goes without saying that a question or objection should “never” go unanswered. They may be minimized and the subject changed, but at least they should be acknowledged. Even if you restate the question or objection in your own words, however briefly, a simple response is called for.
Identifying whether it is a questions and / or objection.
It's often a very close call when determining whether a business prospect responds with a question that contains no real disagreement or, as an objection to the topic at hand. Don't forget you are catching them off guard with your questions about your interests, your agenda, and what you want.
All business's have the same problem.
Not enough prospecting is being done and an business-to-business salesman and a real estate agent and real estate broker generally doesn’t suffer from an abundance of new business prospects. Big companies, small companies, professionals, and business development people universally agree that selling requires prospecting. It becomes a prospecting problem first and a selling problem second.
The need for prospecting scripts is greater than the need for selling scripts.
Selling scripts are easy to come by. Any good training program could teach you the fundamentals of business to business selling or how to list a home or sell a home. What is needed is more "intangible." The reason it is easier to find a selling script rather than a prospecting script is because they focused on a tangible product instead of "human nature."
_________They found it difficult to remember how to make the introduction, asking for an appointment, answering questions, countering simple objections, and giving basic sales information. _______
The real problem.
The problem of how to get salesman to prospect was only a symptom of the real obstacle. The real question is masked by a fundamental difficulty that had nothing to do with the “willingness” of the salesman to contact prospects. The real dilemma is what causes the “fear” factor that prevents a salesman from making a call. If we could solve the problem of “fear” we would be home free.
________ We discovered that the salespeople had very few selling skills and verbal skills and weren't prepared for all of the things that could happen when making a prospecting call. ________________
No clear-cut method or formula existed.
There weren't any scripts available in like the ones I needed. Even though everyone had the same problem, no one had come up with such a mechanism for organizing the components.
There was enormous need for a system and formula that efficiently organizes the main elements of prospecting and selling dialogue. There are no known products comparable to the Smooth-talker business scripts.
There were no business script writing guidebooks available.
Ready made business scripts and sales scripts and prospecting scripts don’t exist and script writing instruction manuals aren’t available. Consultants versed in sales scripting are extremely expensive and almost impossible to find. Custom made business scripts and sales scripts and prospecting scripts require a great deal of time and money to produce.
Brave when they were "new" salespeople.
Right after sales training and business training when they still had bravado, they would make telephone prospecting calls. The more calls they made the more rejection they would get. The problem was that they didn't know how to "handle" the rejection.
It was a forgone conclusion that they would experience rejection sooner or later. At some point they made fewer and fewer prospecting calls until they just couldn't do it anymore. When that point was reached they would mentally quit. When that happened they would stop prospecting using the phone and were susceptible to burn-out and mediocre production.
Salespeople don't know what to say on the initial call to a business prospect. When they were making telephone prospecting calls they didn't know how to get the appointment, counter objections, and give basic information about the company.
The salespeople's greatest weakness was revealed. They could sell anything as long as they were introduced to the business prospect. But put them on the phone with someone they had never met and they were not a salesperson, but a prospector, and that involved being put in a position to experience “fear.”
Analoqies to what Smooth-talker business scripts and sales scripts.
There are many analogies and descriptions of Smooth-talker business scripts and prospecting scripts. The descriptions are: cheat-sheet, crutch, and communications tool. Other analogies are: backbone, assistant, right-hand, come-backs, and talking-points. They all are correct.