How to write a sales script and How to write a business script for sales prospecting.
(page 25)
_____ JUST WHAT I NEED .... ANOTHER "HOW-TO" BOOK FOR MY COLLECTION! ____
"A book about sales scripts has seldom been written because the people who write books have never really been on the front lines of prospecting for new business."
I wrote How-to write prospecting script and How to write a business script for salespeople because I have been struggling with the fear of making prospecting calls since the first day I got into real estate in 1970.
Fortunately I've kept all of my notes fron when I was a trainer & real estate broker during the 70's to the 90's. and that has enabled me to produce these scripts.
Over 30 years later, I still find that there are no books to refer to about how to to make a prospecting sales call. I researched the University Of Michigan library (which has over 1,000,000 books) and I continue to discover all kind of books on selling and marketing but little, if any, on what to say to a prospect.
This book has the sole purpose of How-to write a sales script and prospecting script that will help you make more money .... period. A least it will save your selling career. How-to write the exact words that are unique to you is the goal of personalizing your sales script and prospecting script and business script.
It's almost written in stone that to be a successful salesperson you must make prospecting calls for getting new business.
When you learn How-to write and compose a sales script and prospecting script, the dialogue will be your own style and the approach will reflect your personality. As an added benefit, when you write a sales script and prospecting script, you’ll be able to remember the words more easily because you chose them in the first place.
Only you can learn How-to write and personalize the sales scripts because it is so unique.
“He who cuts his own firewood is twice warmed” is a quote that sums up why it is to your benefit to write a prospecting script, business script and sales script.
The irony is that no one else is capable of writing a sales script or writing a prospecting script because it unique to your personality and because it is so personal. When they write a sales script and prospecting script themselves, it will take a little coaxing, but once they see the benefits they wonder why they didn't do it sooner.
A key element was a way to identify each page of the script with a color-code so a salesperson has an organized system and a place to add their own “good stuff.” Everyone has their own “tried and true” one-liners that always seem to work.
The three main components to think about when composing the content of a business script and a sales script and a prospecting script are;
1. Talking and making statements and asking questions.
2. Listening and responding to objections and answering questions.
3. Selling by giving information about you and your product or service.
Business sales people and real estate agents say they are too busy to learn How-to write a business script and prospecting script. Too busy at doing what? If it's done for them, they will probably use it. They'll use a business script and selling script and prospecting script it’s simple to write and in its final form.
_____ I'll assume that like most everyone, you want to improve your word skills and speaking and verbal skills ___
You want to learn How-to write the vocabulary skills and selling skills and prospecting skills. Keep in mind that sales scripts scripts and prospecting scripts are made for “speech is the air,” meaning you learn How-to write to leave an impression.
When writing the script, you should include the following: ...
1. A business script and a sales script and a prospecting script should be written as a combination of words that are pleasant to hear.
2. How-to write a business script and a sales script and a prospecting script involves putting into words the ideas that you want to communicate. Make a list of ideas and the corresponding words that most closely convey the meaning you want to get across to the business prospect.
3. Compose sentences made from those words.
4. Draft a list of the ideas and the words you intend to use to write a sales script and to write and to write prospecting script.
When doing research for How-to write a business script and a sales script and a prospecting script, we must understand that we "forget most of what we read."
Us mere mortals have to find something that will solve the problem of remembering that which we read. It results in not being able to remember the right prospecting words when we need them most.
Because very few people were gifted with extraordinary memory skills, the only alternative is to find something that will do the remembering for us. It would therefore have to be a tool that not only compliments our memory ability but can be a device to substitute for it.
How many times have you read a "How-to write" type of book and felt you were ready to tackle the world only to discover that all you can remember is the “essence” what the book was about.
________ "Everyone wishes that they could remember everything they’ve ever read."_________
The fact is that we retain a fraction of what we’re exposed to. The only way to retain something is through constant exposure. The best way is to write it down and read it repeatedly until committed to memory. Even then, constant repetition wouldn’t work for long wordy passages.
________ The ability to remember what we learn is referred to as the learning curve. ____________
The average person forgets half of what they heard within an hour. After 24 hours, they can remember less then 15%. Three days later they can recall less then 5%.
It takes 21 days to form a new habit. It's also true that it takes the same amount time to break an old habit. In the case of using a new phrase or line of sales dialogue you're actually replacing "old with new." You accomplish both at the same time, learning something new and breaking an old habit.
"You may write something for the sales script and prospecting script pages that will work equally well when face to face with a prospect."
It serves an a training tool as well as a tool you can use in your daily sales prospecting. In a face to face meeting with a prospect, there will be occasions that you’ll have the advantage of being able to paraphrase your written sales scripts and prospecting scripts.
How-to prospect involves the writing process. Begin the process of writing your sales script and prospecting script for what we call a "30 Second Commercial” by drafting list of words and phrases regarding:
Who am I. (identify yourself)
What I do. (my service or product offering)
Who are my customers. (targeted prospects)
What are my products. (description of product)
Reasons to buy my products. (brief yet subtle selling message)
The value the customer will derive. (the follow-up tagline may be added)
Start with writing anything and everything when composing and writing the "30 Second Commercial." It’s better to write and develop a long list of sentences and phrases because it will provide more possibilities to choose from. Note that the initial round of writing a business script and a sales script and a prospecting script, is to jot down any and all thoughts on paper before they escape you.
The goal is to have a large universe of content to choose from for the 30 Second Commercial.
How to write a sales script and a prospecting script with a limit of 5 or 6 sentences on each page is difficult because there are so many ways to respond. The objective of the final sales script and prospecting script is to have up to six sentences for each page heading. Each sentence is usually a reason or benefit, question and answer concerning the topic.
Although you may write any amount of sentences as possibilities, the final sales script and prospecting script page will only contain up to six sentences. A difficult thing to do is choose the six sentences with highest priority.
You will be talking about about yourself when you learn How-To write a 30 second commercial. When you are first learning How-to write a 30 second commercial, try not to start sentences with “I” or “my.” Find or make a list of substitutes.
_________There's nothing more irritating than listening to someone who talks about themselves. ____
The customer will be on edge if you are starting out with your interests in sales scripts and prospecting scripts. It is more pleasant to hear things that are relevant to the prospect.
Write and think in 3 colors, Green, Red, and Yellow, when you are learning How to write a business script and sales script.
Most written paragraphs should have a single topic with one main point and several minor supporting points. Supporting points elaborate on a major point and are the main components and of normal paragraph writing. This structure seldom permits any single sentence from wandering away from the theme of the material in a prospecting script or a sales script or a business script.
Out of context sentences are easily spotted and edited out so the paragraph makes sense. If a single sentence contains several major points, the prospect may become irritated trying to absorb your prospecting message and selling message.
_____________ Even a wild idea could have merit because it leads to more creativity. _____________
An idea or thought can be expanded several different ways to express it with words. Write the idea in its simplest form and narrow it down to a single meaning. Choose words that express the idea to form the sentences a prospecting script and a sales script and a business script.
Another technique of How To write a sales script and a prospecting script is "sentence combining and sentence condensing." Look for sentences that are similar to each other or that essentially duplicate their meaning. By sorting and arranging the sentences that are similar in topic and content together, you will reveal common words and duplicate meanings. Many of the sentences that you write will have similar meanings.
An effective technique of how to write a business script and a sales script and a prospecting script is to use the "reversing techniques." Listen to the words of a sentence being read and determine which order of noun / verb sounds best.
Doing so can shorten the sentence which is the objective a sales script and a prospecting script and a business script.