Busines-to-Business sales prospecting and B2B prospecting can benefit from sales scripts.
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• Business-to-business sales people and real estate agents have always been reluctant to make
telephone prospecting calls. In fact they say they hate to make prospecting calls
• In Business-to-business sales and real estate sales, prospecting avoidance is universal.
• The business-to-business sales person's behavior is always in anticipation of not having an appropriate
response.
• The real reason is .... they can't remember what to say. Quite simply they need a script.
The question is whether a real estate agent and business-to-business sales person is good at prospecting or is good at selling. The business-to-business sales person real estate agent who is good at telephone prospecting has the edge.
• The business-to-business sales person and the Real Estate agent that can "produce" prospects
can rise to the occasion, .... but not the other way around.
• Even though they have good intentions to make contacts to new potential prospects, other things
always get in the way.
• If telephone prospecting calls were just another mundane activity, it would surely get done.
Real Estate agents and business-to-business salespeople are all a product of human nature. The business-to-business sales person and the Realtor and the real estate agents who are bright, smart, and talented suddenly finds out that they have to perform telephone prospecting activities in order to become successful.
After three or four years of calling and telephone prospecting and real estate prospecting, the real estate agent comes in contact with many angry people.
• Prospecting by telephone then becomes a fear based situation.
• Telephone prospecting seems to be a negative reaction that produces fear.
• It's just human nature at work.
When you were learning how to become a real estate agent, you were not told that you would be dealing with with human nature. They glossed over those things when you signed up for how to become a real estate agent.
1. Can a real estate agent with average communications skills succeed in today’s business world?
2. The answer depends on if they’re willing to settle for just being average.
3. Willingness and the desire to develop communications skills is the key to rising above average
in business-to-business prospecting.
In business-to-business sales and real estate sales it is assumed that the prospect has a higher education level thus you should write a prospecting script and business script accordingly. It is easy in business-to-business sales and real estate sales to talk above the prospects reading and comprehension level when telephone prospecting.
The average American reads at the eighth grade level and they comprehend what is said to them at a similar level. Prospects simply won’t understand the words that are being used in business-to-business prospecting and Real Estate prospecting if they are too complicated when you write a prospecting script or business script.
In real estate sales and B2B sales and business to business sales, successful telephone prospecting is very difficult because the propects get called quite often on a typical day.
Some of us just are too sensitive to fearlessly take on a hard-core verbal assault without feeling bad. The rejection involved with real estate prospecting and business to business prospecting is very hard on us.
• We react emotionally to any form of rejection, harsh tone of voice, and conflict.
• Any critical response by the other party is taken personally, whether we like it or not.
• Communications skills are more important then selling ability when making the first contact
with a potential business prospect.
No one has been able to pin down the central issue let alone come up with a simple fix. An intriguing question is; “Has modern methods and technology changed anything to make telephone prospecting calls less stressful?”
The answer is of course “no” because human nature never changes. If anything, technology and modern media has complicated interactive communication between people.
To get prospecting leads one must learn the intricacies of human nature. Only then can one turn it into a sales script or business script.
• Real estate trainers and business to business sales trainers often think that call reluctance is a
weakness on the part of the salesperson when they don't relish making telephone prospecting
calls to get prospecting leads.
• Sales managers and business trainers point to a variety of weaknesses instead of main one;
"fear of rejection."
• Fear is a weakness in everyone; it’s just a matter of degree.
Business-to-business training and Real estate training has taught us that everyone can overcome a weakness. Human nature is not a weakness, ... "it just is."
Young or old, people seek approval for everything they do. It's only human nature for a salesman to seek approval. That's the first thing they teach in sales managment and business-to-business training and real estate sales training.
When it comes to prospecting for new business, those who seek approval are going to be disappointed. They may tend to refrain from making telephone prospecting calls because there is little or no "approval" in doing so.