How to write a sales script and a business prospecting script.
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The new book; "Smooth-talker Business Scripts is about How-to write a prospecting script and sales script and business script. Prospecting scripts and sales scripts and business scripts are written by sales manager and sales trainers that want to share their sales dialogue that will generate new business.
Words that look good on paper may take on a different meaning when spoken out loud. A lot depends on the words themselves if they produce feelings and emotions. When learning How-to write a prospecting script and sales script and business script, the same words that appear on paper must be honed and refined for verbal delivery.
How to write a business script and sales script is to be prepared with responses that are appropriate. Being well scripted means being ready with responses for any given situation. A well scripted salesperson has practiced in preparation for the question before it is asked. You don't need to write a prospecting script and a sales script for every conceivable situation, just those that crop up the majority of the time.
Our mission is to help sales managers and sales trainers on how to write a business script and a sales script and a prospecting script. There is a need for affordable books on how to write a sales script and prospecting script that are written coherently and effectively.
Without a book on How-to write a business script an important factor will be the cost for most businesses. You may have an urgent need for a book on how to write a sales script and prospecting script but do not have the money for custom business scripting and business scripting consulting. Even if you could find a busines script consultant to help, producing a business script and sales script and prospecting script would require too much time and money.
I decided that I would make it my mission to teach you how to write a business script and prospecting script and sales script and business script and bring the cost down to an affordable level.
My goal was to make sure that even small business could afford business scripts and sales scripts. I wanted to make business scripts and prospecting scripts and sales scripts available to all companies, business owners, and professionals. I wanted to provide high quality business scripts and prospecting scripts and sales scripts at reasonable and affordable prices.
Brevity is goal number one when learning How-to write a business script and sales script and prospecting script.
Writing a good business script and sales script and prospecting script sentence is conspicuous by the absence of unnecessary words. If you have a rapid speech rate a business script and prospecting script and sales script will force you to slow down to meet the listener’s rate of understanding. If your rate is agonizingly slow, you must speed up your speaking rate. Your speaking rate must be paced with your listener’s comprehension rate when learning how to write a business script and prospecting script and sales script.
Add substance with style when learning how to write a business script and a prospecting script and a selling script. Great communicators have the ability to combine "substance with style." Pure substance is generally forgettable. Pure style is memorable for its entertainment value but comes up short on getting results when prospecting for new business.
Some people are avid talkers but may have little of value to say. In business sales and business prospecting, they often talk themselves right out of business. Reaction is for the listener to mentally shut-down. The business prospect has no duty or obligation to stretch their mind to try to understand what is being said to them. The business customer is always right at least in their own mind.
Sales managers and sales trainers tell us to “Write a script .... to speak a script.” With a business script and a prospecting script and a sales script the vocal sounds that transfer meaning to the listener must do double duty. You visually read it at the same time using your voice to pronounce every word conversationally. The words used may not have the same ring to them as you intended.
Business coaches and sales trainers and sales managers all agree that you should write exactly what you will say.
We speak the language of business but we seldom write it. Most How-to write books on selling scripts and prospecting scripts tell you what to talk about in general terms but don't give you any specific sound bites you can use in your daily work.
These books on business script writing describe “what kind of things” to say but not exactly what to say. You have the responsibility to come up with words of a business script, but it's easier said than done. The business script books don't teach you exactly what to say in a given circumstance. The purpose of business script and prospecting script and sales script is to “communicate” with another person by using scripted words effectively and clearly.
Business scripts and sales scripts and prospecting scripts didn't exist when I started in sales and they still don't exist. Sales trainers and business coaches and sales managers have found there were no resources or How-to books available that you could turn to for well conceived and properly worded sales scripts and business scripts. There were no clear, concise, and easily spoken sales words to use. There were lots of How-to books that contain words that convince, persuade, and sell.
Sales managers and sales trainers remind us to write the way you speak.
Sales trainers and business coaches and sales managers determined that the objective of a How-to book is to write scripts the way you speak. Write simple, clear sentences using your own natural style. Even if your style is said to be “verbally challenged” it is essential to see where your speech level is at. Whatever your proficiency level is, you must know your starting point in order to judge the distance your scripting skills need to improve in order to end up with a worthwhile business script and sales script and prospecting script.
Develop you own style of writing business scripts and sales scripts and prospecting scripts.
Choose a style that compliments your personality. Your business writing style should reflect the way you normally express yourself because you’ll probably meet the business prospect in person. Your unique style and your personal characteristics are what identify you to others.
Write naturally and write the way you talk when learning How-to write a business script and prospecting script and selling script. When you are talking to a telephone prospecting on the phone, it won't sound like you are reading from a business script or sales script or prospecting script because they are to be written to match the way you actually talk.
The sales trainer in the sales manager can help you determine how much sales dialogue to write.
Most sales managers and sales trainers and business coaches have no idea of what sales dialogue that says “precisely” what they want to say. Care must be taken to write not only the quality of the words, but the amount of words written. It's far better to have a few well thought out things to say, rather then a lot of rambling dialogue.
How to write to emphasize emotions is important when writing a prospecting script and selling script.
For a business script and prospecting script and selling script to be effective, it must tap into the emotions first followed by logic second. Mind over matter prevails when a prospect acts before he thinks.
My "How-to write" book teaches you to write to the heart instead of their sense of logic. Match the message to connect to the business prospects emotions first and logic second. Business prospects respond to what they feel, and all logic in the world won't change their mind.
All too often consumers buy what they want whether they need it or not. Whoever appeals to the emotions controls the heart. Once they set their heart on something, no amount of logic comes between what they need. It is well known that business prospects get highly attached to their own emotions
It is imperative that you can say the words that you write. Writing a series of words and then saying those words can be difficult. It may sound smooth to you but it may sound rough to a listener.
A major goal of how to write a prospecting script and a business script and a sales script is to answer a question before it is asked. Prospecting and selling efficiency is anticipating a question before it is even asked. If you can anticipate questions and objections you’ll remove the fear factor of not being prepared.
A business call should be a two-way communication involving the thoughts and viewpoints of both parties. The traditional sales pitch is nothing more then a one-sided conversation. When you begin talking to a person for the first time, what you say and how you say it will determine if a relationship is formed or not.
Business script and sales script and prospecting script writing is the art of using a self serving response.
“Subject changing” is a technique that works well when responding to a question that you prefer not to answer. By turning a question into a “self serving” response, it redirects the subject of the conversation.
The "restating" technique is used in nearly all business scripts and prospecting scripts in sales scripts.
A basic technique for writing a prospecting script and sales script is "restating" something as a problem and then offering a solution. This "How-to write a prospecting script" book will show you how to get a business prospect to consider you and your product by accepting your restated dialogue. It's about your ability to score more often with prospects that because you have a script that bends what they say into something that is favorable to you.
Using contractions when writing a sales script and prospecting script.
Business scripts and prospecting scripts and sales scripts written for printed material don’t necessarily benefit from using contractions unless it is quoting what someone said. A a sales script book that teaches "How-to write a prospecting script" will be used for verbal delivery, it must be examined in great detail for clarity and function. It is critical that a business script and prospecting script, the dialogue used rolls off the tongue effortlessly. Contractions and conjoined words result in an “economical” way of speaking
When a conversation bogs down from too much idle chit-chat, it reaches a “point of no return,” whereby a business prospect becomes annoyed. Sales managers and real estate trainers say that script writing must be geared to the level of understanding of the business prospect the same way that teachers can only teach what the student is capable of understanding.
The sales trainer and business trainer and real estate trainer emphasizes that salespeople can communicate to the extent of their prospect’s ability and willingness to grasp. The business prospect has no duty or obligation to stretch their mind to try to understand what is being said to them.
The speaking rate must be determined before the sales trainer or the business trainer attempts to write a business script and sales script. Listener rate of comprehension is limited therefore you must take that into consideration. A page of a typical paperback book contains approximately 34 lines and 300 words. (give or take 40 words) To find out your speaking rate, do the following: choose a random page of text and count the words on it. Read it out loud at an ordinary pace; time it with a stopwatch to find your speaking rate. Count how many words you are speaking and that will be the number of words for your particular speech pattern. It will determine your rate of speaking.
Comprehension of the listener must be understood by the writer of a business script and prospecting script.
Smooth-talker business script principles contained in "How to write a business script" are to make sure that the words used in sales scripts and prospecting scripts are at the same level of comprehension as the listener.
We adjust the comprehension factor to the audience.
Too much is too confusing. Modern culture convinced us that “bigger is better” and that more of anything is desirable. That thinking carries over into most everything we do, especially in business script writing.
Old school thinking dictates that you get all of your selling points across during a prospecting call. Some real estate trainers and sales trainers and sales managers insist that and you hammer home your points no matter how long it takes. Keep talking until the business prospect surrenders.
In selling a product or selling a service, you only get paid for results.
More talk doesn’t result in more new business or more commission. Lawyers get paid whether they win or lose and it’s all based on the words they use. Lawyers never say in ten words what they can say in a hundred. However, they also get paid by the hour so it’s to their advantage to talk their way through more billable hours. There’s a big difference between how many sales words it takes to get new business prospects and the amount of words used in the actual process of selling.