Business to Business & B2B sales & Real Estate scripts solve sales prospecting problems.
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The Business scripts responses are:
1. I don't need to buy right now. 4. I don't need your services.
2. I'm not interested. 5. I'm not interested unless the price is right.
3. I don't want to whatever you're selling. 6. I don't know if I want your services
7. I can get better prices. 10. Do you have the lowest prices.
8. Others will cut their prices. 11. Where you cut your price.
9. Now is not a good time to buy, I want to wait. 12. Wait for something to change.
13. Not now, maybe in the future. 16. I'm too busy. No time to see you.
14. Call me some other time. 17. Send me some information.
15. I'll think about it. Noncommittal. 18. Won't make a commitment, stalling.
19. Friend in the business, sells similar services/products.
20. Why should I choose your services/products.
21. Why should I change services / products / suppliers.
22. Why are you calling?
23. I getting a lot of calls.
24. I had a bad experience.
We set out to address some old business-to-business sales, B2B sales,and business development selling problems with a new way of looking at things. There are more reasons then ever before for our business-to-business sales scripts to apply to B2B sales and real estate agent prospecting and business development. We came up with some unique, innovative, and clever solutions to the problems that business sales people face.
The cost of training scripts and equipping business-to-business sales people and B2B sales people is increasing all the time. The business-to-business sales and B2B sales goals are to help you get more business prospects to sell your product or service to. Remember, you can only sell your business products to someone you've built some sort of a relationship with.
We developed a basic formula for successful selling and in the prospecting process. It turned out to be so simple that we didn’t know why anyone hadn’t thought of it before.
We developed a unique color-code formula for business to business sales and B2B sales is as follows: ....
GREEN represents the color of prospecting scripts that were meant to business-to-business sales people and B2B sales people to "talk", to ask questions, and How-to an get an appointment.
RED represents prospecting scripts that indicate to the business-to-business sales people and B2B sales people to “stop” talking and let the prospect ask a question, state an objection, and voice their opinion. This is what is known as the Q&A or the question and answer section of the prospecting scripts.
YELLOW represents the “selling process” whereby the business-to-business selling and B2B selling is prepared with numerous phrases known as the “language of selling.” It is the typical sales presentation and sales information and you should have at your fingertips. It is designed to be general selling statements with room for customization and additions.
BLUE represents the business-to-business sales people and B2B sales peoples initial introduction, purpose of the call, and a brief “sales pitch.”
We invented a unique formula that used a "3-color" color-code. Once the formula was decided upon, it was like an “idea whose time had come.” The object was to give 5 or 6 sentences regarding a topic or subject that a business-to-business sales person or a B2B sales person or a real estate agent can read out loud and not sound like they are giving a canned sales pitch. All of the lines of dialogue are in a format that is a stand-alone sentence that is independent from the others.
The hard part was limiting the amount of responses that would fit to just 5 or 6 on a page. A major point to actually using a Business-To-Business sales script and a B2B sales script and a real estate agents script was the fact that when under the pressure of a prospecting call, having too many choices is counter productive. Sales people that have too many choices often choose "none of the above."
Business To Business sales scripts and B2B sales scripts must contain enough dialogue to accomodate the average sales call (approximately 48 pages) and within a size that is not too cumbersome.
The color-code solves complex prospecting call problems associated with business-to-business prospecting and B2B prospecting. Some say that the only part of Business-To-Business sales and B2B sales that is old and stale is the business prospecting and selling methods. Therefore coming up with solutions to the prospecting call and selling scripts are given little attention.
Maybe it became old and stale because nobody bothered to attempt to fix it. We feel that the reason they don't give it any attention is because it reveals a weakness to which no one wants to admit to.
Very few sales managers and sales trainers know how to write a business-to-business sales and a B2B sales and prospecting script. There are all kind of theories and techniques for selling a product or service "after" the business prospect is captured, but very little on what to say to "get" a new prospect. Prospecting and selling have a different purpose.
The solution involves the need to solve the "fear of calling" problem. I found the answer. It was simple; I needed to solve a salespersons "fear of rejection." It was the fear of rejection that was the suspect all along.
It's so obvious that it's like the "2,000 pound elephant in the living room." Everyone talks about everything else except the problem but nobody admits to seeing it.
The reason no one can do anything about it is they can’t pinpoint a “solution to the problem.” The need for a new solution to a very old problem has gone on so long that the prospecting problem has perpetually been swept under the rug.
We created a simple solution to the problem of business-to-business prospecting and B2B prospecting. We wanted to cover the basics first. Nothing fancy until the fundamental elements of business-to-business scripts and B2B scripts and prospecting scripts are in place.
How-to write and answer a question or objection that is unusual or far out? To answer those far-out questions are to be treated as exceptions to the rule. They are best handled by quick thinking. Fear of being at a loss for words is the reason salespeople are constantly thinking about things that people might say someday. This is needless worry and you are just borrowing trouble.
It is imperative to write a business-to-business prospecting and a sales script for the rule rather then the exception. Attempting to write a business-to-business prospecting script and a sales script for every possible situation is the impossible dream. That would be like preparing for the “thousand year flood,” there would be no end to it.
It would be nice if we could compose ready-made dialogue that would fit every conceivable prospecting and selling situation. We’d end up spending our days preparing a prospecting script for questions or objections that we would rarely come across. What does matter is having the right words to handle 3 out 4 prospecting calls.
The key to business-to-business prospecting and B2B prospecting was to utilize a clear-cut system. A business-to-business script and a B2B script is all about the stuff that comes "after" the initial introduction and a brief sales pitch. The opening prospecting script is for the introduction and the purpose of the call. What is said to the prospect after the initial introduction can be any one of 300 to 400 lines of dialogue.
Your business may be different but all business prospecting is basically the same. Smooth-I talker uses the similarities of business development to produce business scripts and prospecting scripts that fits most applications. It provides a structure and method for the basic components of business-to-business prospecting and B2B prospecting.
A good business-to-business prospecting script requires creating a random access business script system. The business-to-business prospecting and B2B prospecting conversation never flows in predictable sequences. You must have the ability to “choose” the best dialogue from a selection. Each page offers choices instead of only one way to say something. Most prospecting scripts and selling scripts are written to cover just one subject and to provide only one response.
We designed a flexable modular prospecting script and selling script system. It's not only how good the responses are but the ability to choose the correct response without having to pause, stumble, and search for the right dialogue to use.
It was determined that having a large arsenal of responses at your fingertips was critical. The specific choices for each situation were worded in short sentences with high impact.
All business-to-business scripts and B2B scripts use the same color-code formula. A standard prospecting format and flow of dialogue is one that fits the sequence of most outbound calls. I tried many formulas and formats in my sales training to teach prospecting skills but I needed something that everyone was familiar with. Something that nearly everyone could easily follow. I needed a formula for which all sales training and prospecting skills scripts can be based. Once the formula was decided upon, the rest was easy.
Smooth-talker or business scripts and sales scripts concentrate only one part of business-to-business prospecting. We go into great detail about one small part of the business-to-business selling and B2B selling world. This web page is about business-to-business scripts and prospecting scripts and selling scripts with the exact words to use, not just the “nature” of the words. It's important to understand there's a difference between what to talk about and the exact things to say.
The goal of Smooth-talker is to provide a "formula" and a method to write a business-to-business script and a B2B sales script for different purposes. We believe in developing what a salesperson is good at and that is talking. It's a matter of organizing your words.