Most salespeople want to free flow through the process of sales. They don’t want to sound canned, with a lack of spontaneity and personality that most exude. Most feel that scripts don’t allow for conversational interaction between the prospect and the salesperson.

We have all gotten that call at 8pm, where you answer the phone and there is a moment of silence. Then you hear this faint voice mispronounce your name and the busy clatter in the background of the telemarketer boiler room. We hear some guy stumbling over a script that he hasn’t learned yet and we are immediately turned off. We are a salesperson and we swear off ever using a script again.

Scripts are a powerful part of selling if applied correctly, and if they are practiced, rehearsed, and internalized so they come out naturally. Most salespeople don’t take the time to practice their craft enough to be extremely effective with their scripts.

There are significant segments of your presentation that must be scripted. This scripting will allow you to achieve significant results that you can count on daily, weekly, monthly and yearly. They will clearly show you where you are deficient in your skills.

Here are the three key areas to scripts for your prospecting and lead follow-up calls:

• 1.Your opening statement: We only have a few seconds to grab our prospect’s attention. Most of us “wing” our opening statement. The opening line is made up over and over again. This doesn’t make sense since it’s the difference between your success or failure. Why leave it to chance? Once you find the right opening line, it’s like magic.
  
• 2.Service descriptions: We need to clearly script our services. Also, we need to script the benefits that one receives from these services. We are going to do some customization of the benefits based, on the needs the prospect has. We must have them dialed to be able to deliver them with power, conviction and authority.
  
• 3.Our closing remarks: We should have structured and well scripted closing remarks. These closing remarks should be directed at recapping what was agreed upon. What the prospect will be doing before the next call or next meeting. What you will be doing before the next call or next meeting. What benefit they were most interested in that we provide. Key details of any agreement that we reached.

We all need to embrace a more skillful and systematic process for prospecting and lead follow-up. We need to improve the level of our sales skills to enhance our income.

Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions.  His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters.  He's the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, The Champion Real Estate Team, Telephone Sales for Dummies®, Successful Time Management for Dummies®, and over 300 articles in print.

You can get more information by visiting www.RealEstateChampions.com.

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