| CLICK HERE To Purchase By Credit Card:
|
| Refer to the pages for detailed information.
|
| | |
| Purchase by Credit Card >
Your cart is empty.
| |
| | |
|
| | |
|
Click here for FACEBOOK page ..
| |
| | |
|
|
Home > 1. Sales script overview.
| | |
|
Prospecting scripts and sales scripts are prospecting tools for business salespeople selling products & services, real estate agents getting listings and Financial advisors obtaining clients. (page 1)
Smooth-talker Scripts are more like "KEY SOUND BYTES" then traditional scripts with long wordy sentences.
We have included 5 or 6 responses to each category (heading page) of the script. Each line of dialogue was
narrowed down from a selection of over 50 to 100 ... "1-liners" that we have in our files for each objection.
Smooth-talker prospecting scripts and sales scripts are written for salespeople calling on prospects with a high probability of wanting your product or service. They give you confidence!
• There are 60 pages of scripts with with approximately 300 individual lines of powerful dialogue.
• Each page of the sales script contains 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!"
Note: The following is a partial list of the page headings of Smooth-talker Sales Scripts.
The pages & headings are representative of all of the sales scripts.
GREEN pages means you are TALKING .. about Money, Time & Requesting an appointment etc.
=========================================================
1. NEED You are asking if there is a NEED for your product or services?.
2. WANT Do they WANT your product, services of a real estate agent, or the desire to do business with you.
3. MONEY Request an appointment to discuss the money issues they face or whether they have the money to spend.
4. MONEY Will they and can they pay your fees or pay a commission?
5. TIME Talk about the TIME frame they intend to buy the product, list the home, or do business with you.
6. TIME When is the best TIME to meet and ask for an APPOINTMENT.
7. DECISION Have they made a DECISION about buying the product or who the choose as their real estate agent.
8. POTENTIAL Asking questions to qualify the prospect and gauge the POTENTIAL for doing business.
9. CLOSES Ask for the order.. CLOSE for an Appointment etc. We have chosen the 'If & Would" type of "closes
10. COMMITMENT Get a COMMITMENT if they intend to buy, give you the listing, or to do business with you.
11. AGGREEMENT Dialogue that gets an AGGREEMENT and puts their mind at ease.
12. NEXT STEP Ask if they will proceed with the sale, list their home, lease their property etc.
OVERCOME RELUCTANCE Dialogue that shows that you understand what they are going through. Show compassion.
BUILD A RELATIONSHIP Words that will cause the prospect to like you, trust you, and to agree to do business.
RED pages contain Questions that must be answered & Objections that must be responded to.
=================================================================
BRUSH-OFF, REJECTION type of objections. DISTRACTIONS, DELAYS, POSTPONEMENTS
I'm not interested. Send me information.
I don't want whatever you're selling. Drop-off information and I'll look at it.
I don't need any help. You're asking a lot of questions.
I don't know if I want your product or service. Why do you keep calling me.
Why do you want to know so much? I don't want to talk about it.
WILL YOU CUT YOUR PRICES? WILL YOU CUT YOUR COMMISSION & FEES?
How much are your prices? Will you cut or negotiate your commissions & fees?
Will you negotiate your prices? If you'll negotiate your fees and commissions, I'll talk to you Others have reduced their prices. If you're so good then get me my price.
If you'll cut your prices .. I'll talk to you. I don't want to lose money.
TIME - TO BUY PRODUCTS - TO SEE YOU TIME - WAIT - NOW NOW
I The Time is not right to buy. l I want to wait.
I don't have the Time. Not now, maybe in the future.
I'm too busy! Wait until the economy gets better.
I don't have the time to talk to you. We'll Wait and see.
Now is not a good time to talk. I have plenty of Time.
DECISION DEFLECT, DEFER, DETOUR type of objections
I haven't made decision. Non-commital
I want to think about it. Call me some other time.
I can't decide.
MAKE CHANGES FRIEND, NEIGHBOR, & ALREADY HAVE A SUPPLIER
Why should I choose you. I have a friend in the business.
Why should I change suppliers. I do business with someone who sells similar products.
Change sales professionals. We already have a supplier.
Change real estate agents.
POTENTIAL, , type of OBJECTIONS
REAL ESTATE objections FINANCIAL ADVISORS objections
Do you have a buyer? I'll use a "low-commission" financial advisor.
Will you negotiate your fees & commissions? I don't want whatever your selling.
Sell it myself & save the commission. I can't trust financial advisors.
I don't want to use a real estate agent. I can get "free" brokerage fees.
Bad experience.
I'm mad at you real estate agents & salespeople
I'll list with a neighbor.
"Whenever an Objections comes up that is a "no-win" or argumentive in nature,
... it is best to have language to "sidestep" it.
YELLOW pages. The traditional "selling language." Reasons to do business with you & facts about your product company
They are the "Sell & Tell" pages. Often you are required to fill in information in the appropriate blank places.
================================================================================
1. 30-SECOND COMMERCIAL
2. 3 REASONS TO CHOOSE
3. SALESPERSON'S PROFILE & SPECIALITIES
4. BENEFITS OF CHOOSING ME & MY COMPANY
5. REFERANCES - AFFILIATIONS - GUARANTEES
6. MEETING OUTLINE - THINGS WE'LL DISCUSS
7. 3 REASONS TO CHOOSE MY COMPANY
8. COMPANY PROFILE - RESOURCES - SERVICES
9. COMPANY HIGHLIGHTS - HISTORY
10. INCENTIVES FOR CHOOSING MY COMPANY, PRODUCTS & SERVICES
11. PRESENTATION OF PRODUCTS & SERVICES
12. INDUSTRY UPDATES - IMPORTANT INFORMATION
• With a sales script and prospecting script, ... you don't have to remember anything, you only have to be able
to read and choose a line of dialogue.
• A selling script and prospecting script insures that you get to to point quickly.
• Selling scripts and prospecting scripts also prevents the use of long, rambling, and complex sentences.
• A prospecting script and selling script saves you from "thinking of the right thing to say."
GREEN pages dialogue are for when you are TALKING and CONVERSING.
After the introduction & reason for the call, (the Lead-off) you will usually ask the prospect about need, want, money, time, decision, potential, and try to close for an appointment.
It is your turn to be talking about ...
• Discussing the prospects NEED for the product & service.
• Asking the prospect if they WANT the product & service.
• Reqesting an APPOINTMENT based on MONEY and financial matters.
• Finding out the TIME for buying the product or of when they need the services you offer.
• Determining the POTENTIAL to do business.
• Asking the prospect if they have made a DECISION.
• CLOSING for the sale or CLOSE for an APPOINTMENT.
RED pages mean STOP TALKING & LISTEN! In the real world of prospecting, you will get a question or an objection.
.. the prospect has QUESTIONS that must be answered and OBJECTIONS that must be responded to.
"There is a long list of objections we could use .. but we have chosen to limit them to 24 of the
most often heard objections. .. It's more than enoughto to handle most prospecting calls"
• Most prospects just try to prevent the call from going any farther once they find out that it's a sales call.
• They say they're not interested.
• They tell you to send them the information.
• They want to cut your prices, commissions, and fees.
• They say that they have a supplier or that they have a friend or neighbor they prefer or do business with.
• Often they want to wait until the economy gets better, or they want to delay meeting with a salesperson.
• They prospects will try to: Deflect, Delay, Distract, Defer, Sidetrack, Hinder, Postpone, Prevent and Reject
your prosecting call with a real or imagined OBJECTIONS ... or to simply make it hard on the salesperson.
YELLOW pages are the traditional SELLING DIALOGUE that salespeople use to convince & pursuade a prospect.
"A good salesperson should have at thier fingertips a sales presentation about their
products & services and the reasons the prospect should do business with them."
• They should have a "30-Second commercial" .. also known as an "Elevator pitch" written down and ready to say.
• They should have at least 3 reasons to choose them as their sales representative.
• The salesperson's experience profile and what they can do for the prospect.
• The agents or salespersons resources for getting the job done.
• References the prospect can call and guarantee policies of the company.
• Reasons to choose the company.
• Benefits of their product and service.
• A meeting outline for what will be discussed at their appointment. ... and on ..and on.
These are just a few of the main points of the YELLOW pages sales plan.
• "Just determine when to: ... TALK ... and when to LISTEN ... and when to SELL then .. pick a heading."
"WHY USE A PROSPECTING SCRIPT OF ANY KIND?"
You can be the best salesperson ... but if words fail you, you're no better off than a salesperson with absolutely no skills.
Whenever you're going to make a telephone prospecting call it would be a good idea to think about what you going to say ahead of time
When using a prospecting script and sales script, you must find a way to tell them of the benefits they will receive if they do business with you.
Recent research on the brain has shown that talking about yourself makes you feel good ... in the brain. About 40% of everyday speech is devoted to telling others about what we feel & what we think. People were even willing to forego money in order to talk about themselves it seems.
Prospecting must include some sort of dicipline to get people to stay on message and talk to a prospect about things that concern them. Prospecting, therefore goes against the brain's chemistry and becomes an unnatural act.
"By using a script of prepared words, ... it forces a salesperson to talk about the things that a prospect is interested in."
• A prospecting script and sales script can make anyone seem charismatic and sound brilliant!
• A great communicator, ... with a well written prospecting script can say things that really matter
in a few well chosen words. It's far better to have a few well thought out things to say ... rather than
to ramble on when making prospecting call.
• Objections that can be anticipated can have a response that can be prepared in advance.
• Every line of dialogue in a prospecting script and sales script is like giving a one sentence speech.
• Sales scripts must have a purpose and it must seek a result; usually an appointment.
• The objective of a prospecting scripts technique is to make them interesting and easily understood.
• Prospecting scripts and sales scripts are written and designed for the benefit of the listener and it’s
always “their choice” to accept or reject what they hear.
"The scripts are like a "tele-prompter" that pops up when you need to remember
a valuable line of dialogue when you are on a prospecting call ... just like president Obama has"
It's back to basics when writing a business prospecting script. When prospecting by telephone, words can create “desire” ... and that desire creates the need based on what you say. Desire is a state of mind that will overwhelm nearly anything that gets in its way. There is a slight but significant difference in desiring and wanting something.
• Our purpose is to build a foundation of timeless examples of prospecting scripts and that you can use to
generate new business, generally using telephone prospecting.
• Planned is different than canned." You’re probably a pretty good talker to be in sales and get where
you are. The good get better by constantly finding new ways to improve their telephone technique.
• Canned answers or preplanned answers are all the same. A sales script or prospecting script by any other
name is still a script. No matter what you call it, prepared dialogue is planning for a probable event.
• The salesperson who can pick up the phone and get an appointment, seem to be able to sell anything.
"Prospecting scripts are different from sales scripts!"
Telephone prospecting and the actual selling process are two completely different functions. It will be less complicated if you determine if it's a prospecting situation instead of a sales situation and then design a uniquely worded sales script.
• Sales scripts and prospecting scripts orchestrate the words that you use and removes the discretion in
favor of well thought out written words.
• A sales script and prospecting script forces you to think about your words to say the same things every
time there is a business development opportunity. In addition, it's not what you say, "it's how well you say it."
• The fast talking slick sales dialogue doesn't work anymore. The other guy exhausts himself looking for naïve
people but they’re getting harder to find.
Another prospecting technique is to compose the words that will cause a business prospect to want to do business with you.
"Using a prospecting script and sales script means that telephone prospecting need
not be feared and a relationships can be built without anxiety."
The words we use give validity to our ideas. Words convey the messages, thoughts, ideas that you want to discuss. They deliver the viewpoints, concepts, and attitudes of all parties to the business transaction. In any business sales profession, it is advantageous to create a unique identity, to be recognized, to stand out and be different.
• A tool is something that makes a difficult job easy. Every profession needs the right tools.
• The fundamental tool of communications are the words of a sales script.
• Words are the basic building blocks for every type of communication. In a telephone prospecting call,
words must be used skillfully to get the appointment that leads to a sale.
• Prospecting scripts and sales scripts contain words that sell, tell, inform, persuade, and converse.
Good communication skills is putting into words ... what you are thinking.
• The quality of the words you use will be the basis for creating an impact upon a potential prospect
when prospecting by telephone.
"A person can be brilliant and highly talented, but if they can’t express themselves they'll never reach their potential."
Many consider themselves a poor conversationalist and they get taken advantage of. Often they get tongue-tied and can’t remember what to say. They consider themselves shy and reserved and they get their feelings wounded. More often they take a backseat to fluent people who are using a prospecting script.
As the saying goes, “You’ll never get a second chance to make a first impression. People form an impression from what they hear someone say. You won’t have your good looks going for you to make an impression when prospecting by telephone.
Prospecting scripts get aggrements and get action. If you are proficient and adept with word use you'll get agreements and cause the other person to take action. Communicating information via sales scripts and prospecting scripts leads to what your prospect considers an informed logical decision to acquire your services willingly.
"In these tough recessionary times of 2012, you must make twice the number of prospecting calls
and sales calls just to stay in business"
If you are skilled at writing business scripts and sales scripts, you don't have to tell lies to get agreements.
• Your words don't have to be manipulative.
• They don't have to use pressure, exaggeration, and make bogus claims.
• The words of a selling script and prospecting script paint a picture in the mind, which is just as valuable.
A well versed person, especially one who uses a business script and sales script, will get what they want more often then a person who cannot speak well.
• When you win the hearts and minds of anyone under any circumstances you have created a winner take all
situation.
• Good business scripts and sales scripts will win the hearts and minds of people.
"What kind of results would you have achieved during your lifetime ...
if you had the advantage of a "cheat sheet" with the right things to say?"
Ruffled feathers can be soothed with business scripts and selling scripts that use words that are calming. It’s impossible to know what sets off a prospect when you call them. When that happens, for whatever reason, the right words used at the right time will calm the prospect down and the call can go on.
When telephone prospecting you can disarm & disable a prospect with what you say. You don't have to get mad and lash out, you can "verbally outmaneuver" an angry potential prospect when using a sales script and prospecting script.
| |
| | |
|
|