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Tips & ideas.


                                 
                         Sales Scripts Ideas & Tips for prospecting    


 Six 1-liners  per page .. anymore are counter productive.   
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 sales script and a real estate agents sales script for lead generation was the fact that when under the pressure of a real estate prospecting call, having too many choices is counter productive. Sales people that have too many choices often choose "none of the above." The object was to have up to 6 sentences regarding a topic or subject (called a heading) that a salesperson can read out loud and not sound like they are giving a canned sales pitch.



  The scripts have just enough words to get the job done .. no more than necessary. 
Business sales scripts and real estate sales scripts contain just enough dialogue to accomodate the average sales call without being too cumbersome. "Less is more" as they say. All of the lines of dialogue are in a format are a "stand-alone sentence" that is independent from the others.
We set out to address some old selling problems with a new way of looking at things. 
 

  Scripts are written to overcome problems.       
The business scripts goals are to help you get more appointments. Remember, you can only sell your business products to someone you've built some sort of a relationship with. The color-code solves complex problems associated with prospecting. 


  Old & stale methods that are outmoded.  
Some say that the only part of sales that is old and stale is the business prospecting and selling methods. Therefore coming up with solutions to the prospecting call 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.


  Prospecting comes before the customer is captured. 
Very few sales managers and sales trainers know how to write a sales prospecting script. There are all kind of theories and techniques for selling a product or service "after" the prospect is captured, but very little on what to say to "get" a new prospect. 
 

  The solution to "fear of rejection." 
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.” 


  Sales scriptwriting has always been swept under the rug. 
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 wanted to cover the basics first. Nothing fancy until the fundamental elements of a sales script are in place.
 

  Far-out objections cannot be responded to. 
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. 


  Scripts are written for the rule rather than the exception 
 
It is imperative to write a 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 main Smooth-talker scripts are for after the lead-off & sales opener. ie: the first 60 seconds. 
The key to business prospecting was to utilize a clear-cut system. A script is all about the stuff that comes "after" the initial introduction and a brief selling message. 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 contained in the script.
 

                 
  "Your business may be different but all business prospecting is basically the same." 


  Similarities of all prospecting calls.   
Smooth-talker uses the similarities of business development call to produce a script that fits most applications. It provides a structure and method for the basic components of business prospecting. 



  Prospecting calls are never predictable. 
The prospecting conversation never flows in predictable sequences. You must have the ability to “choose” the best dialogue from a selection. Each page offers up to 6 choices instead of only one way to say something. Most prospecting scripts are written to cover just one subject and to provide only one response.


  Choosing from a large selection things that you say to a prospect. 
We designed a flexable modular prospecting 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 Smooth-talker scripts use the same method of color coding.  
All business scripts use the same color-code formula. A standard prospecting format of dialogue is one that fits the sequence of most outbound prospecting calls.
I tried many formulas 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 sales scripts concentrate only one part of prospecting process."     



 

 "Exact" words are used because you tend to remember them.   
This web page about 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 "method" for a sales script.  We believe in developing what a salesperson is good at and that is talking. It's a matter of organizing your words.