Prospecting scripts and sales scripts help you get more business.

SMOOTH-TALKER Sales & Prospecting Scripts

business development scripts for:

Networking for Referrals & Social Networking calling to build business.

Business professionals & salespeople to sell products & services

Real estate agents making prospecting calls to get listings.

Financial planners calling prospects to get new clients.

From the author of "Smooth-talker, How To Write Your Own Business Scripts"

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	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. 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! 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. An overview of SMOOTH-TALKER Business Scripts for prospecting by salespeople is as follows ... 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 lengthy list of categories of objections but we at Smooth-talker Sales Scripts 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. WHY USE A PROSPECTING SCRIPT OF ANY KIND? "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?" 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. • 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 2011, 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. 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 and disable 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.