Real estate training and business coaches and sales managers teach business scripts for prospecting.
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Real estate trainers and Sales Managers and business coaches "try" to teach you to overcome the fear of rejection. Real estate trainers and real estate sales managers don't get at the root cause of the problem though.
Real estate training teaches us that fear of rejection is the main reason for not having the right words to use when prospecting. It goes deeper then that, real estate training is done without well written business scripts. It is the goal of real estate trainer to examine human nature so the fear of rejection is understood.
Everyone is a product of the "human condition." Real estate training and sales management and business coaching has to deal with fear of rejection. A business owner, professional, or salesperson is selling something in one way or another. The selling part may come easy because it comes "after" the initial introduction has taken place.
Personality, charm, good appearance, and product knowledge are the essential to selling success. Most selling is done in person, face to face, with the advantage of having the prospect at some degree of interest and the implied approval to listen to what you have to say.
At that point in time, and with the low probability for rejection, selling is just a matter of satisfying their need or want for the product. Prospecting for a new customer is another matter involving specialized training and skills.
Real estate trainers and business trainers claim that salespeople are saying the same things now that they said 20 or 30 years ago. Most sales managers and business trainers and real estate trainers talk about one or two lead-off lines that worked for them. The lines are usually clever and tricky. That's just not practical for the average saleperson.
The sales manager and real estate trainer generally tell people what to say. Sales managers and real estate trainers and business trainers write a short script on how get in the door and how to close the sale. It's all based on methods taught to them a when they were sales managers and new sales people a long time ago. Unfortunately most of what they learned was forgotten.
Sales managers and business trainers and Real estate trainers only provided single page "pitch" scripts. Who determines what a sales training program consists of? Usually it’s the sales manager or business trainer or business coach but rarely is it someone schooled in the art of script writing.
Typically it is someone who knows a lot about selling but not about getting new business and script writing. Management usually chooses the most convincing person to teach the topic. They are not always a good teacher. Sales talk is mistaken for getting attention, peddling, pitching, and is designed by the wrong people.
Lost opportunity means lost market share in business prospecting and in real estate prospecting. An opportunity that is lost is gone forever. If you know about a customer coming into the marketplace and you don't to anything about it, consider it an opportunity lost and more importantly, lost market share. Progressive companies with good sales managers and sales trainers and business coaches who are good at developing new business are pushing out those who don't change or learn about business prospecting or real estate prospecting.
Avoiding prospecting may cost a lot of money. Maybe your cash flow doesn’t permit spending money on advertising especially if it doesn’t work. Sure it's expensive to operate a sales department, but what is the cost if you don't.
Oftentimes a business seeks to cut costs and it usually comes out of the sales department budget instead of the advertising budget. In the short-term it may save money and make management look good. Not having the expense of the sales department makes the balance sheet look favorable. It's misleading and it is sure to catch up with the sales department and company.
Sooner or later the sales will suffer and business will decline. The company is faced with a loss of market share that is nearly impossible to recover. In the meantime the sales department and marketing department effort’s cost will probably have to be increased by three to four times just to make up for such ill-timed budget cuts.
Competition will always be looking over your shoulder. It's a constant battle and it won't go away anytime soon. You get your share or you don't, it's as simple as that. Either you have the talent to write prospecting scripts and real estate scripts and business scripts or you don't.
Unless you are fortunate to have a monopoly on your business, competition is a factor you must contend with. You have a distinct disadvantage if your competition is using less effective business scripts and sales scripts and communication tools and techniques to reach customers. That's where business scripts and real estate scripts and sales scripts come in.
The eternal question is "are you revenue or are you expense?" If you have any part in generating revenue, your job is more important to the company then almost any other.
Get ahead of the competition or get left behing. In business to business sales and real estate business your prospecting must be done every day. Prospecting for new business should be a routine activity and it should be a priority. Sadly it is not. It’s usually done sporadically because when a salesperson is out selling, they claim that they can not be prospecting.
Procrastination can be very costly, because putting off making prospecting calls automatically gives your competition a clear shot at the prospect. Good intentions at making prospecting calls are no excuse because time marches on and your window of opportunity closes quickly.