Sales scripts and prospecting scripts will make you more money by helping you remember what to say when making prospecting calls.
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The sales scripts were written by one who has "walked the walk" and "talked the talk." Learned while making 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.
"300 of the best "1-liners" were chosen to publish in Smooth-talker Sales Scripts because they work."
The following is a general list of the page headings & categories of Smooth-talker Sales Scripts.
Note: These pages are for real estate agents but are representative of all sales scripts.
GREEN pages means you are Talking … About Need, Want, Money, Time, & Requesting an Appointment etc.
1. Need to Sell & to List - Appointment
2. Do You Want The Services Of an Agent
3. Best Time To Meet Appointment
4. Time - When Will Prospect List
5. Talk About Money Appointment
6. Get More Money For Selling
7. Decision - To List & Choose an agent
8. Potential to do business - Motivation
9. Overcome ReluctanceTake the next step
10. Closes - Ask for the order
11. Get An Agreement To List With Me
12. Build Relationships
RED pages contain 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. Too Busy - No Time to see you
4. Non-Committal - I Can’t Decide
5. I’ll Think about It - Stalling
6. Send Information - Tell me by phone
7. Why are you calling?
8. Why Should I Choose You?
9. Why Should I Change Agents?
10. You’re Asking A Lot Of Questions
11. Do You Have a Buyer?
12. Bad Experience - I’m Mad At You Agents
13. Sell It Myself, Save The Commission
14. If you’re so good then get me my price.
15. How Much Is Your Commission?
16. Others charge less commission.
17. Will You Negotiate Your Commission?
18. Will You Cut Your Commission?
19. I’ll List with a neighbor
20. Friend in the Business
21. Not Now - Maybe in the Future
22. Wait until the Economy Gets Better
23. I Want to Wait - Now Is Not a Good Time
24. Call Me Some Other Time
YELLOW pages are the traditional Selling Language: the reasons to do business & facts about you, your product and the company you’re with.
1. 30 Second Commercial
2. Agent Profile - Agent Services
3. Agent Services - What I Can Do
4. Affiliations - Guarantees - References
5. Benefits of Company & Agent Services
6. Why Meet With Me? Things to discuss
7. Reasons to Choose Me
8. Reasons to Choose My Company
9. Resources, Internet, Research, Size, History
10. What a Broker and Agent Can Do
11. The Marketing Plan I Intend to Use
12. Listing presentation (phone version)
• 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.
• 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."
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 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
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.
• 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!
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 2011 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.
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.