Business scripts for propecting for salespeople selling SERVICES & PRODUCTS
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A list of headings & categories for .... BUSINESS SALES of PRODUCTS & SERVICES ...
GREEN pages means you are Talking & requesting an appointment.
1. To Discuss Needs - Appointment
2. Do They Want My Services - Appointment
3. Money Talk About Money & Best Price
4. Money To Discuss Finances - Appointment
5. Time - For Buying the Services
6. Time - Best Time to Meet - Appointment
7. Potential - Desire for Our Services
8. Decision
9. Close on Quality of Services & Best value
10. Commitment to Buy
11. Get an Agreement
12. Overcome Reluctance
RED pages 1-24 Questions that must be answered & Objections that must be responded to.
1. I’m not interested
2. I don’t want whatever you’re selling
3. I Don’t Need Your Services
4. I Don’t Want Your Services
5. Too busy - No time to see you
6. Send Me Some Information
7. Not Now - Maybe in the Future
8. I Don’t Need to Buy Right Now
9. I’m Getting A Lot Of Calls
10. Call Me Some Other Time
11. Why Are You Calling?
12. I’ll Think about It - Non-committal
13. I Can Get a Better Price
14. I Can Get a Better Price
15. Others Will Cut Their Price
16. Will You Cut Your Price
17. I’m not interested unless the price is right
18. Friend in the Business - Sells similar services
19. I Want to Wait - Not Now
20. Wait for Something to Change
21. Stalling - Won’t Make a Commitment
22. Why Should I Choose You & your services
23. Why should I change Services
24. Bad Experience with salespeople & services
YELLOW Selling language and reasons & benefits to do business with you.
1. 30 Second Commercial
2. Profile of Services & Salesperson Profile
3. Incentives To Choose Our Services
4. Guarantees - References - Affiliations
5. Reasons To Meet With Me - Meeting Outline
6. Company Profile
7. 3 Reasons to Choose Our Company
8. 3 Reasons to Choose Our Services
9. Benefits of Choosing Our Services
10. Presentation of Services (by phone)
11. Company Profile - History - Facts
12. Important Information - Phone numbers etc.
"The single greatest advantage in business-to-business sales and in real estate sales is using a direct prospecting call to contact new prospects ... is that everyone still uses the telephone."
"Direct calling is not about to be replaced anytime soon."
In fact, telephone usage has increased dramatically in recent years. More people are using the telephone than ever before because of the proliferation of relatively inexpensive cell phones, social media, Facebook, Linkedin, etc.
• Prospecting using telephone calling is the best connection that can be made. You can ask for business in person.
• Another advantage is that you choose a time to make the phone call to the people you wish to do business with.
• A telephone sales call worth all of the other marketing methods combined. It is the single most often
overlooked factor that is worth of all other activities that the company does.
• The cost of getting a new prospect is the litmus test of choosing a marketing method.
"If the cost of direct call contact using the telephone is lower then other forms of marketing,
then prospecting by telephone should take priority."
The direct marketing sales approach to the sales process is really a business-to-business sales and real estate agent sales plan for success.
• The success of business-to-business selling and real estate sales is that it always always depends on
getting new business prospects ... we therefore must go back to where the business starting point is.
• Prospecting by using the telephone is a valuable source of new business and is the lifeblood of the
business-to-business sales and real estate sales.
• In business sales and real estate sales, the direct prospecting call is usually the best way to make contact.
A business sales plan for all types of sales that includes a flow chart is useful to graphically illustrate the entire business sales process. A “story board” is a flow chart of the types of direct marketing sales media used to get business. For instance, plot the point where a real estate agent training could engage in cold calling.
Once the methods of prospecting for new business are determined, you can then judge how best to contact them.
Identify all sources and marketing methods of where your business comes from such as:
1. advertising,
2. newspapers,
3. trade magazines,
4. mail, radio,
5. television,
6 and .... direct calling using the telephone.
"Ways to get new business sales and new real estate listing and sales must be measured."
Start by listing all of the marketing methods to get new business. It could be from; newspaper advertising, magazine advertising, television, radio, mail campaigns, direct calling, networking, referral, yellow-pages, internet web site, or prospects simply walk in to your store or office.
Determine wether the marketing method is active or passive, ... and direct or indirect. Calculate the cost of each method to see if it is cost effective enough to continue using each method of direct sales marketing or indirect marketing.
By estimating the cost effectiveness of each marketing method, you will soon discover the return on each dollar spent for each respective form of getting new business prospects.
"If the most cost effective method is active (direct calling using the telephone) ...
then that method should get the most resources."
The common denominator is that they “all cost money.”
You can estimate the number of “bone-fide” prospects that come from each method. Calculate the cost per customer, including those that are in the “pipeline” to see if each type of expenditure is justified. Some methods have a high cost per customer and are a luxury that you simply may not be able to afford.
Prioritize which method creates more prospect for new business in your business to business sales activitities and your sales activities.
Many companies, salespeople, and brokers overlook the simple procedure of prioritizing their sources to obtain new business. In business sales and B2B sales, they advertise the company name instead of the product ... which is a judgment call.
The advertising agency wants the fees for creating the copy and also gets a percentage of the cost of running it in the newspaper or magazines. In your business plan should you advertising on television, radio, and magazines be a part of your business plan? It's should be a part of your business plan only if you can afford it.
They are pulled in every direction by those who give convincing arguments favoring their own pet method. Spending money unnecessarily is an important decision that only you can make when figuring out your business strategy.
"Where does prospecting activity fit into business plan?"
"Your next task is to decide how you contact the prospect in the most cost efficient way."
To do that is to find out where in the prospecting process the first contact is made. A “flow chart” of all the components of the business process will show where the appointment to sell appears. Direct sales marketing by telephone can quickly be spotted on a flow chart.
"There's gold in them there hills" if someone can just mine it."
"Only the "prospectors" are going to find it."
Like the gold minors of 1849, they knew what they were looking for and in general, where it was located. Direct sales marketing prospecting is in reality, communications in the disguise of a “sales call.” It is a two-way communication between the people who in have wants and needs with the people who offer their services in exchange money.
"The old proverbs are just as true today as they were when they were written."
Go get the prospect or wait for them to come to you? Duh! ... Hardly worth discussing.
Old Chinese proverb say; “Man has to sit with mouth open for very long time for roast duck to fly into it.”
"If you don’t try, you won’t succeed." ... "If you don’t ask .. you won’t get."
_________ It’s just that simple. _______________
In any field of endeavor, in any sport, even in love, the choice is obvious. Go get the ball, ask for a date, and find a customer. No need to belabor the point, ... that’s why you’re reading this page of the web site.
If you had all the new business you need or ever want, put your feet up and relax. No one would ever think of making a play for your customers, ... right?
Real estate agents must do it all and are on the frontline of prospecting and selling. It's where the rubber meets the road. It doesn't get any more basic than a business to business sales person or a B2B sales person or real estate agent calling a potential prospect for the purposes of getting new business.
"It takes a special person who can be turned down repeatedly yet keep
their attitude positive and there their spirits up."
"and they are involved at every step of the selling process."
They're involved with: ...
• Identifying the prospect and contacting him.
• Building a relationship and establishing rapport.
• Determining a time frame in which he will buy.
• Giving the prospect information to make a decision.
• Motivating the prospect to buy or sell.
• Being there when the prospect decides to sell and buy.
• Thanking the prospect/customer for getting new business will insure future business.