Sales managers and Real Estate trainers and business coaches prospecting techniques.
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Sales managers and real estate trainers and business coaches are not using proper prospecting techniques. If salespeople did learn proper prospecting techniques to talk to a potential prospect, they soon forget what to say when they get out in the field.
Training directors and sales trainers and Real estate trainers mostly teach a "pitch" style of sales script. Many training directors and sales managers and real estate trainers think that a "pitch" style of sales script and business script are the same as a prospecting script.
It is not. A "pitch" sales script is one that contains a: 1. greeting 2. identification, and 3. a reason for calling. A prospecting script and sales script and business script on the other hand, covers a lot more components.
Many sales trainers and business coaches and sales managers only teach what they learned and that's all they know. Sales managers and real estate trainers and business coaches and sales trainers teach techniques the same way they were taught. Some business trainers and real estate trainers are only are capable of seeing the sales and business development process in the same light as they understand it to be.
Sales trainers and business trainers can only teach from the experiences that they are accustomed to. If the sales manager or business coach or sales trainer doesn't know any other way, than the salesperson thinks that is the “only possibility.”
Most sales managers and sales trainers and business coaches mindset is a result of the popular speakers and experts telling them about the way it was 20 or 30 years ago.
Everyone is a product of their own experience. Sales managers and real estate trainers and business coaches may have taught the wrong principles to begin with. There is no set standard for the business trainer or sales trainer to make a sales training program. Sales managers teach sales training programs and business training programs in contrasting styles, from low pressure to high impact.
Depending on a training directors or real estate trainers or business-to-business trainers background, they teach a laid-back style or they teach a "take no prisoners approach." There’s a difference between telling a saleperson to come up with something to say, and what to say “verbatim.”
The boss or sales manager or sales director says “tell them about how great our service is” or “do anything to get the appointment.” It's the impossible presumption that all salespeople have the talent and capacity to do so.
The business trainer or business coach or sales manager or the life coach frequently taught the wrong words when teaching prospecting techniques. Sales managers and business trainers and sales trainers are sincere in their beliefs as to the words they want used when telephone prospecting.
The business trainer or sales trainer or the business coach may be “sincerely” wrong to believe that their words cannot be improved upon. The sales manager or sales trainer or business coaches and life coaches choice of words may be the result of a cursory selection of what to say.
Their real estate trainer and business coach choose from a selection of two or three words instead of thirty. The sales manager and real estate trainer and business coach has spent a few hours instead of a few weeks or months to come up with a script.
The business trainer and sales managers and sales trainers often believe in the "ABC's"... always be closing. Their mantra is: Sell! Sell! Sell!
Some training directors and real estate trainers and sales managers still believe that telephone prospecting is the act of "attempted manipulation." All of their words are designed to manipulate and change the prospects thinking.
Real estate agents and business-to-business sales people are taught that everything is a zero-sum game. A prospect must lose therefore the salesperson wins. They think that a prospect can be sold with a few overpowering words.
Many training directors and sales trainers and sales managers and business coaches were trained on "conversation" style business scripts and sales scripts.
Sales managers and real estate trainers and business coaches erroneously train on sales scripts and prospecting scripts and business scripts that contain what the salesperson says, and, what the prospect says. In the real world it doesn't always happen that way.
The idea that training on a sales script or prospecting script or business script that contains what the salesman says “and also” what the prospects says is merely listening to a narrative of a sales presentation and sales conversation.
It's like overhearing a salesperson talking to a customer. Unfortunately it is used as a sales script and prospecting script to be used when making an actual telephone prospecting call. The salesperson gets tripped up the moment the prospect has a question or objection.
These types of sales scripts and prospecting scripts and business scripts may be used to illustrate what takes place during a call but should never be used as the actual prospecting script and sale script.
Most sales trainers and sales managers and business coaches were trained on rote memory and canned sales scripts only. Many real estate trainers and sales managers and sales trainers and life coaches teach dialogue that they envision takes place in a perfect world. They rarely get in the trenches and in the front lines of face-to-face communication.
Some training directors and real estate trainers and sales trainers and he talk of ideal situations in which the caller and prospect are always in agreement. They adhere to a stereotypical business conversation. That kind of prospecting script and sales script and business script basically provides the opening act but does not have the words to carry it to its conclusion.
Sales managers and business-to-business trainers and business coaches think that a prospect has nothing else to do except listen to the sales pitch and call it a sales presentation.