We chose the color GREEN to indicate when to TALK. Green color prospecting scripts will help you get the appointment and close the sale. (page 19)
1. The color of "GREEN" was chosen to represent the sales script pages for when you are doing the talking.
2. The Green pages means that you are talking in an attempt to get the appointment ... which is the first step
of the process of selling a product or a service.
Green pages are to;
1. determine need
2. discover want
3. money issues
4. time they will buy
5. ask for the appointment
6. ask for a decision
7. get an agreement
8. close the sale
As in all selling dialogue and prospecting dialogue, you want to ask for the appointment, build a relationship, or close the sale right away if possible.
If you get the appointment they will in essence, go along with the selling process. If you don't get the appointment, you'll get a question that generally requires you to answer and give more information.
If an opportunity presents itself, take the initiative and ask for the appointment or use a “close the sale.”
You can also ask for the sale over the phone.
• Green pages are statements that are designed to take the next logical step towards getting an affirmative
answer which is ask a closing question or ask for the appointment.
• Green pages often trigger questions and objections that can be addressed in the Yellow pages.
• Green pages contain rhetorical statements that require an answer.
If you're not getting the appointment or closing the sale or establishing whether they need the product, there's usually a question or an objection that must be answered by flipping to the Red pages. Green pages contain the items that are likely to occur during a prospecting call, but do not "sell" in the traditional sense.
__________You're not selling, you're helping buyers make the best choice. There's a difference. _________
The key element is that you’re adding a basic structure to what you have to say.
Green pages are designed to discuss the following; ____________
1. Need.
There are generally two types of need we must address here when you close the sale and ask for an appointment. First we must ask if there is a real “perception” of need for the product or service. Second, we must ask for an appointment to discuss it.
The two kinds of need that real estate presents are; do they have the need to buy or sell, and, the need for services of an agent? When you ask for an appointment it is different than "selling" over the phone.
2. Want.
Similarly the prospects may have the perception that they want to buy or sell or they also want the services of a real estate agent. The real estate agent must discover the extent of their desire to determine if they warrant further expenditure of their time and ask for an appointment.
3. Money.
Usually the prospect wants to talk about money issues including the price of his home. How he can get the more money for the home. Other money topics include how the prospect can save money. The sentence “When is a good time to talk about money” at first glance sounds like a “time” issue when in fact it's asking for an appointment about to talk about money.
In business sales, asking for appointment based on money can mean the cost of the product or how much they have a budgeted for it.
For real estate brokers and real state agents, they include how much money can they loan, selling costs, and closing costs. The other money topics usually addressed: are they willing to pay a commission and what will the prospect get for the commission that they pay.
4. Time
Time to buy includes the best time for an appointment and most convenient time for getting an appointment. Time has many elements of which two have relevance at this stage of making prospecting calls.
The first is “when” they think they have a need or want for obtaining another home, selling their present home, and in general making a real estate move. The second and equally important is whether they will tell you when the best time for an appointment to discuss all of the above.
5. Decision.
Ask for a decision of what they are going to do. Have they made or are they ready to make a decision. If you find that you're not talking to a decision maker, find out if they influence the real decision maker.
6. Closes.
Green page “closes” mean ask for a decision to buy or do business with you.
7. Potential.
The green page heading of “Potential” asks for information and qualifies the prospect. Asking questions is the most efficient way to get information but it is also the most fraught with irritation on the part of the prospect. The questions must be understated and indirect if possible.
8. Overcome reluctance and get an aggreement.
All it may take to overcome reluctance is to make a remark that is reassuring and does not sound like you are trying to sell them something. It is too premature to ask for the order at this point other than to get an agreement on a minor point.
9. Positive affirmations.
It is the best way to end any conversation and will leave the person is a much better frame of mind to get an agreement.