Sales scripts and prospecting scripts will make you more money by helping you remember what to say when making prospecting calls. MORE DETAILS ....
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• 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.
GREEN pages dialogue are for when you are TALKING and CONVERSING ... and will usually ask the prospect 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! ... the prospect has QUESTIONS that must be answered and OBJECTIONS that must be responded to.
"In the real world of prospecting, you will get a question or an objection."
"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 any & all calls.
• 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. The traditional "selling language."
"Sell & Tell" .... SELLING DIALOGUE that salespeople use to convince & pursuade a prospect.
Note: the scripts often require you to fill in information in the appropriate blank places.
"A salesperson should have at thier fingertips some sales information about their products & services
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.
• 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."
"With a Smooth-talker Sales Script ... you don't have to remember anything, ..
.. you only have to be able to read and choose a line of dialogue."
• You must use your judgement when you determine when to: ... TALK .. and when to LISTEN .. and when to SELL
.. then flip to a heading and real aloud one of the "1-liners" of dialogue.
• Sales Blogs say prospecting scripts will make you a lot more money when prospecting for new business.
• A prospecting script and sales script and lets you “think fast” in advance.
The sales scripts were written by one who has "walked the walk" and "talked the talk." The author learned while making hundreds of thousands of sales calls & prospecting calls during 30 years of his selling career. He has developed a selection of thousands of "1-liners" that were a result of making over ten's of thousand of calls a year.
Because a prospecting script and selling script are thought out in advance, there are a limited number of words the salesman "can" use.
Important point about our scripts ... through trial and error, we have determined that salespeople have difficulty using anything over 48 pages that contain over 300 lines of dialogue.
"The majority of salespeople have difficulty with too many choices ...
therefore, Smooth-talker Sales Scripts limit the number of pages to 48-60"
Even though we have over 6000 "1-liners" in our files that we could pick from, if we were to write all of them, we would, in effect, be writing a book ... which is part of the original problem. Too much for the salesperson to use effectively.
It's very important to remember that in most business prospecting and real estate prospecting, it's been proven that 3 out of 10 times, the prospect will be willing to change suppliers or real estate agents provided that the call is professionally handled. It means if you make the call, 3 out of 10 times you have a good chance of making money.
• You should read & practice the sales script so you will have a command of what each "1-liner" is all about.
• Read all six "1-liners" in advance to see what your favorite is and which is most appropriate.
(number them in the boxes on the right of each 1-liner for you convenience
"It's very difficult to think up a clever comment at the same time you’re trying to get
a point across when using a prospecting script or sales script."
• Well written prospecting scripts and sales scripts helps you in getting strangers to pay money
for your products and services.
• Total concentration on the sales scripts and prospecting scripts is possible because you don't
have to worry about the things you're going to say.
• Prospecting is an activity that happens routinely, over and over. It doesn’t make any sense to say
something different every time you make a sales call or a prospecting call.
• If you don’t have anything written down and in front of you, then you’re only recourse to rely on memory.
Everyone wishes they could have said something different at one time or another that would change the outcome of their life. The trouble is we think of something better to say after it’s too late!
"Don't ever miss a good chance to STOP TALKING & LISTEN to what the other person has to say!"
You never know how successful you can be unless you have a prospecting script and a sales script. Most salespeople have been getting along without a prospecting script and a sales script. It's probably costing them an enormous amount of business by not having the proper things to say. All you need to know is How-to do it.
• No need for a perfect memory if you have a prospecting script or a sales script.
• No one has the memory power to remember the 400 to 800 words and the many of lines of dialogue
used in a typical prospecting call.
• Prepared responses for everthing in a prospecting call. To be prepared in advance of that crucial moment in time that you need to respond to a question with carefully worded dialogue.
We know what prospects say during a prospecting call. Prospects are predictable when it comes to the things we expect them to say. Not surprisingly, prospects have been saying the same things forever.
• In the normal course of a prospecting call, a prospect will have about 25 usual questions and objections.
• It would be impossible to write a sales script for every conceivable situation nor should you even try.
Preparing to write a sales script for the "most often occurring" questions or objections will be sufficient.
• Having a propecting script or a sales script is like having the other teams "playbook."
It's almost like reading someone else's mind.
• If you can predict what they are going to say, you can be ready with a selling strategy and
prospecting script of how to respond.
Business conversations and propecting calls seldom happen exactly in sequence in the real world. That is why our business scripts are designed with “random access” in mind.
Repetition aids memory by using a business script and a prospecting script. After using a sales script for a period of time, you’ll reach a point that you’ll be able to repeat your dialogue and lines without needing to read from the script. You won't sound like you're reading; you will sound convincing and naturally gifted.
"In the business environment of 2012 ... there isn't much room to say the wrong thing."
A salesperson will say what comes to mind when you just don't have time to adequately think of the best things to say. If you rely on what comes to mind, you're liable to say something counterproductive.
• Listening while talking is avoided by using prospecting scripts and business scripts.
• When making a prospecting call, it’s counterproductive to try to concentrate on listening to the other
person while thinking of what you’re going to say next.
• Manipulation is not neccessary when using a sales script and prospecting script.
• No one wants to be sold anything especially through what is perceived as pressure tactics.
• Prospect are at an emotional high and they love to buy but hate to be sold.
Sales scripts and prospecting scripts and business scripts are written for short, sweet, and "to the point" communications. The more time spent talking to a prospect, the more time it gives the prospect to resist or change their mind.
"IF YOU DON'T MAKE THE CALL" ...someone else will! .... and you won't get the chance to help the prospect"
Shyness overcome by using a sales script and prospecting script. Most salespeople are dedicated, hard-working, and truly want to be successful. Their shyness will be minimized if they have a sales script laid out for them to follow.
A sales script neutralizes accents and prevents regionalizing of phrases and sayings. Writing a sales script and prospecting script in advance tend to eliminate those words that are difficult to pronounce.