RED pages mean the prospect has questions that must be answered and objections that must be responed to ... and give you many opportunities to keep the conversation going. (page 20)
• There are 60 pages of scripts with with approximately 300 individual lines of dialogue.
• Each heading represents a page of the sale script and has 5 or 6 "one-liners" that can be simply read
aloud to a prospect. After awhile, the line of dialogue will begin to sound natural and convincing.
"300 proven 1-liners were chosen for publication in Smooth-talker Sales Scripts ..
... because they work."
RED pages contain Questions that must be answered & Objections that must be responded to.
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BRUSH-OFFS, REJECTIONS, DEFLECTIONS, DESTRACTION, type of objections.
I'm not interested.
I don't want whatever you're selling.
I don't need any help.
I don't know if I want your product or service.
POSTPONEMENTS, DELAYS
Send me information.
Drop-off information and I'll look at it.
Tell me over the phone.
Why do you keep calling me.
Why do you want to know so much?
You're asking a lot of questions.
I don't want to talk about it.
WILL YOU CUT YOUR PRICES?
How much are your prices?
Will you negotiate your prices?
Others have reduced their prices.
If you'll negotiate your fees and commissions, I'll talk to you.
MONEY OBJECTIONS - WILL YOU CUT YOUR COMMISSION & FEES?
How much is your commission?
How much are your fees?
Will you cut or negotiate your commissions & fees?
If you'll negotiate your fees and commissions, I'll talk to you.
If you're so good then get me my price.
Others charge less commission?
I don't want to lose money.
TIME TO BUY PRODUCTS & TIME TO LIST & SELL HOME. ... type of objections
I want to wait.
Not now, maybe in the future.
Wait until the economy gets better.
I'm too busy.
I don't have the time to talk to you.
Now is not a good time to talk.
DECISION ... type of objections
I haven't made decision.
I want to think about it.
DEFLECT, DEFER, DETOUR type of objections
I can't decide.
Non-committal.
WAIT - NOW NOW ... type of OBJECTIONS
Wait for something to change.
I have plenty of time.
Will wait and see.
MAKE CHANGES ,
Why should I choose you.
Why should I change suppliers.
Change sales professionals.
Change real estate agents.
FRIEND, NEIGHBOR, & ALREADY HAVE A SUPPLIER
I have a friend in the business.
I'll list with a neighbor.
POTENTIAL, , type of OBJECTIONS
REAL ESTATE objections REAL ESTATE objections REAL ESTATE objections
Do you have a buyer?
Will you negotiate your fees & commissions?
Sell it myself & save the commission.
I don't want an agent.
Bad experience. I'm mad at you real estate agents & salespeople
1. Prospects have questions and objections that are routine and are heard many times.
If you get a question or objection in which the prospect agrees, there is no problem and go on with the call.
2. If they don't agree, you'll get a question that needs to be answered or an objection that needs to be overcome.
In a way, that's just what you want to hear because it give you the opportunity to prove your credibility.
3. The pages printed on RED card-stock are for the salesperson using the prospecting script to stop talking and listen
the prospect before responding.
4. In business-to-business prospecting and real estate prospecting we use the color of Red to
indicate to the salesperson that the prospect demands to be heard.
5. Listen carefully to see if the business prospect agrees or disagrees ... or has a question or objection.
"Then if the obstacle (objection) is overcome, it will get you the results that you want ... an agreement."
In a perfect world, every business prospect would agree with you. But in the real world of sales prospecting for new business, most prospects has a question or objection and won't continue with the call until they're satisfied with your answer.
"Seemingly mundane objections and questions can lead to huge opportunities"
For instance: If the prospect says ... "SEND ME SOME INFORMATION"
They are giving you the chance to not only send the information, but you can ask if it's alright to deliver it in person ... giving you the opportunity to meet them in person & give your sales presentation
The Red pages means the business prospect has a question or objection meaning that the other person is talking, consequently you must listen.
The other person might have a question or objection saying:
• no,
• not now,
• and not interested.
They may also say:
• maybe,
• maybe if you convince me,
• or maybe ... someday I'll consider it.
They might simply say;
• “I have a question or an objection.”
_____ The red response gives the business prospect the answer to their question. ______
• If they give you an objection or objection, it will be an avenue to the obstacle that, if overcome,
will get you the results that you want.
In an ideal world, every listener would agree with you but the reality is most won't. Red questions and objections are the result of something you said while you were talking using the Green pages.
1. The way in which you answer questions and objections will determine the direction that the conversation will take.
2. The response you give will usually determine the outcome of the prospecting call and sales call.
3. In other words people respond to what you say.
• Questions mean interest ... and that means you "have the floor" to talk.
Questions and objections usually mean there is an interest in you and your product and should be welcomed. If they don't ask any questions there's nowhere for you to go.
• Change the prospects thinking.
The goal of the red pages is one that could lead to the prospect changing their attitude toward the agent or the company. The response to the question, must take the form of a benefit to the prospect. It should be aimed at the prospects emotions and worded in such a way as to sound positive yet answer the question.
• Emotional objections
Emotional objections are based on feelings. Those feelings are usually “not” positive. They can be unsubstantiated and vague.
Unfortunately their perception is your reality. Emotional objections are harder to respond to. Anything you say tends to be wrong. Logical questions or objections are measurable, specific, and factual.
The first step is to isolate the emotional objections to find prospects source of information or what caused the experience.
• Logical objections
A logical objection can then be turned into an opportunity by responding and quickly following up with a Green page question.
• The prospect may be simply misinformed.
These are good questions because you can answer them truthfully and with candor. If they regard money or time issues, the responses are more than adequate. They are fair questions in that the prospect was simply misinformed.
• Irrelevant questions ment to harass.
These are the toughest questions of all. It's a question that is totally irrelevant yet has the sting of harassment. There is no real answer that will make sense. The best you can do is to “smile” and treat the prospect with charm and respect, the things that are missing in their life. Above all don't stoop to their level by saying something that is less than professional. Remember, your job is not to put someone in their place; your job is to get them to do business with you.
• Skeptics and nay-sayers
Skeptics and nay-sayers are nearly impossible to deal with. One out of five people you deal with carry mental baggage that is difficult to cope with. They do not come up with bona fide questions or objections that are meaningful. A person who is skeptical is going to be that way no matter what. It's easy to get defensive. A skeptical person will remain unconvinced until a preponderance of evidence is presented.
• Oppositional people
Oppositional people and "Yeah-buts." They take the opposing viewpoint to anything and everything. Oppositional behavior is built-in to their nature and a simple prospecting call isn't going to change that.
Calling a prospect who has an "oppositional" state of mind is maddening enough when answering a question and objection, Doing business with them is tough on those of us who are well-adjusted. You can’t make any sense of their taking issue with everything. That's just the way they are.