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Exactly what are prospecting scripts?



                                                      What is a Smooth-talker Sales and Prospecting script?        


In the real world of prospecting and business development,
a prospecting call seldom happens exactly as planned. That's why our prospecting scripts are designed with random access in mind. Repetition aids memory by using a script for prospecting. After using a prospecting script for a period of time, you’ll reach a point that you’ll be able to repeat the dialogue without needing to read from the script.

                                 You won't sound like you're reading anything. You will sound convincing and naturally gifted.    
         


                                                        Commercial real estate sales assistants script.    
                Scripts are cut-down and ready to use right out of the box.                      Includes a high quality "Leatherette" 3-ring 
                   60 pages of dialogue that you can access at a glance.                          binder plus 4 plastic section flippers.


                    Commercial real estate Leasing telemarketers scripts. 
                           Financial services prospecting script. 
      Includes a 24 page Instruction Booklet about how to use the scripts                Shown is the up-grade to a multi-ring binder and
      and a script writing kit to write your own additional prospecting scripts.            an up-grade
  to a Genuine Leather portfolio.



If you can predict what the prospect is going to say, you can be ready with the words for how to respond. 
With prospecting script you don't have to remember anything, you only have to be able to read and choose a line of dialogue and read it out loud to the prospect. Eventually you'll commit the dialogue to memory and they will become almost second nature. Using the prospecting  script will help you to say the right thing at the right time.  





Prospecting scripts cover most of the things you will run into when making prospecting calls. They are designed for 2 out of every 3 calls that you will make. Most importantly is how quickly can you find the dialogue when you need it.

The script for prospecting is simply placed in front of you when you make a prospecting call.
We needed a fool-proof methed of viewing the sales scripts for prospecting when we decided on a 3-ring binder that was to be placed in front of you. We insisted that such a device would have to be a no-brainer to use. We wanted something that you put it in front of you that is always ready to use.  

We know what prospects tend to say. It's called being prepared in advance what prospects are going to 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. Often they have real or imagined objections or simply to make it hard on the salesperson.  It would be impossible to write a script for prospecting for every conceivable situation nor should you even try.   


No memorizing! No need for a perfect memory if you have a prospecting script for prospecting. No one has the memory power to remember the 400 to 800 words and the many of lines of dialogue in a typical prospecting call.  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 script for prospecting.





   
GREEN
Printed on Green cardstock. 24 pages for when you are doing the talking. 
                 Asking sales questions are printed on green pages. It means it's your turn to talk.

      
 
           
   Sales script page of asking question.

           12 pages of Lead-off scripts that dialogue identifies you, gives a reason for the call, and states a brief selling message.
 

           First call plus variations.                                                   Follow-up call & variations.  
           First call with a reasons & benefits.                                  Call to present your product or service.     
           Follow-up call to previous contact.                                   Gatekeeper and Call screener.
           Renew interest of "old" prospect.                                     Call after a mailing.         
           Calling early, before hours.                                              Calling late or after business hours.

           12 pages of dialogue to ask questions, get an appointment, talk about money, see if there is potential, ask for a decision, close for an appointment, etc.

           You are asking the following questions.

           Discussing the prospects need for the product & service.  Asking the prospect if they want the product & service.

           Reqesting an appointment to talk about money.                 Finding out the time for buying the product & services.
           Determining the potential to do business.                           Asking the prospect if they have made a decision.
           Close for the sale and/or Close for an appointment.           Build a relationship and take the next step.      


     RED  24 pages printed on Red cardstock indicate when to stop talking and let the prospect ask a question, state an objection, and voice their opinion. 
                Responding to objections are printed on red pages. 

             Prospecting scripts red page objection responses.

            Stop Talking & Listen!  Then respond with the words that will answer an objection.
  
         The prospect has a Question that must be answered or an Objection that must be responded to.

         
           The prospect will try to deflect & defer your prosecting call with a real or imagined objections.

           Prospects try to prevent the call from going any farther once they find out that it's a sales call.

           The prospect says they're not interested.                          They tell you to send or e-mail them the information.
           They want to cut your prices, commissions, and fees.       Prospects claim that they have have a salesperson.
           They say they have a friend or neighbor.                           Often they want to wait until the economy gets better.

           Sidestep.            It might be best to sidestep an objection rather then handle it head on.
           Neutralizer.        Takes the sting out of a thorny objection. Avoids controversy. 
           Explanation.       You may explain the objection in the terms that a prospect will understand.

          Aggreement and excuses. Blames others and makes your competition look bad.
          Mind-changers.  Seeks to change the prospects mind through reasoning and facts.
          Partial answer.   Uses the words: "In other words" and restates the objection in your own words.
          Getting them on your side.  Keeps the conversation positive. 


     YELLOW represents the “selling process” whereby the salesperson is prepared with numerous phrases known as the “language of selling.” 
                    It is the typical sales information and you should have at your fingertips. Selling statements with blank lines for personalizing and additions.
                    Selling & Telling are printed on yellow pages, means proceed with caution whenever you are selling something.  

   Sales script selling dialogue.


        12 pages printed on Yellow cardstock. Selling dialogue you should have at your fingertips.                
        You are using the traditional words that salespeople use to convince & pursuade a prospect.

        "30-Second commercial" also known as an elevator pitch, written down and ready to say.
        3 reasons to choose you as their representative.             The salesperson's credentials & experience profile.
        Resources for getting the job done.                                  References the prospect can call.
        Guarantee policy of the company.                                    Reasons to choose the company.    
        Benefits of the product and service.                                 A meeting outline.  What you'll talk about. 







Put the prospecting script on the desk in front of you when you make a prospecting telephone call. Just lean your prospecting script against something & you are ready to pick up the phone and make that call!  Then simply determine when to TALK, when to LISTEN, and when to SELL. Then pick a heading & read one of the six "1-liners" out loud to the prospect. 

  
A typical salesperson only has a contact card or the prospects information on a computer screen in front of him or her and little else. In the everyday world of sales prospecting, most of us aren't too concerned with preparing to make a call. We don't think of the things that we should have in front of us. Your desk is or so full of stuff that you can hardly find anything let alone a prospecting script. The type of business you are in will determine how much customer information you must have in front of you when you make a propecting call. 



Prospecting scripts are different than selling scripts. 
Prospecting and selling have two completely different functions. It will be to your advantage if you determine if it's a prospecting situation instead of a selling situation. In a selling situation you have the prospects undivided attention and an unlimited amount of the time. In a prospecting situation, you don't have permission to do anything amd the prospect doesn't have to give you any time. Just know the difference. 

                




A case for a written script. If you don’t have anything written down and in front of you, then you’re only recourse to rely on memory. Well written prospecting script helps you in getting strangers to pay money for your products. Total concentration 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 prospecting call.
 
Get to know the script. It is highly recommended that you read the prospecting script completely so you will have a command of what each 1-liner is all about. Read all six 1-liners of the sales scripts to see what works for you then number the boxes on the right hand side. Number them in the order that you want to read them aloud to a prospect.

 

 You have approximately 30-90 seconds to identify yourself and get your selling message across to the prospect. It’s not really how much time you have, the real question is, how much time will they give you. Everyone is in a hurry and very few people have time to talk to every person who calls them. It’s not that they don’t want to talk to you, but that they don’t have any time to talk to you. The first sixty seconds of dialogue is certainly not about convincing and persuading through the use of manipulation and deception. In fact, it’s the exact opposite. The first sixty seconds of any conversation just lays the groundwork for all that’s to follow.
 

 On average, people speak about 60 seconds at a time during their turn to talk.  Major points should take less than 60 seconds. If you only have a few minutes of talk time in prospecting calls, it makes no sense to talk about minor issues. You have the opportunity to decide what you’re going to talk about long before you make a prospecting call. The beauty of a prospecting script is that you can determine the value of every single word during the planning stage. 


A script insures that a uniform message will be given. Prospecting scripts insures that salesperson give the same uniform message, guarantees, and policies that the company must stand behind. When you are skillful with the words learned in sales training, you don't have to constantly sell, use pressure, or be manipulative.


  




A script eliminates faddish language, jargon, and street slang. It drives a prospect crazy whan they hear a salesperson say "awesome" and "like" and "you know what I mean" when they are making prospecting calls. Prospecting scripts guarantees that salesperson does not use these word whiskers and street slang when they are calling on prospects. The younger generation was raised on these words but it is in-appropriate in a business conversation. A written script tends to guide a salesperson with the proper words. Scripted words prevents them from slipping into old habits. 


                                                                Book: "How To Write A Sales & Prospecting Script"
                        Author & publisher: Richard Bliznik       "How To Write Your Own Sales & Prospecting Script"


The author spent a lifetime in sales, prospecting, and marketing communications.
 
The author has been involved in sales & training for over 35 years and has made over a 90,000 prospecting calls in the last 18 years alone. He wrote his first script for prospecting over 25 years ago. The scripts for prospecting were written by one who has "walked the walk" and "talked the talk" and as a result he has developed a selection of thousands of 1-liners.


How I came up with the idea for the color-code. I was sitting at a traffic light when I had the brain-storm for a color-code for the prospecting  scripts. The traffic light changed and I automatically reacted to it. It was at that moment the idea hit me that I needed colors that resulted in a reaction for navigating the prospecting scripts. I reacted without thinking. I hit upon a solution to an age-old problem of how to organize prospecting script