Let's talk about scripts. I think they have a place in the human experience - we all use scripts every day, in both our personal and business lives. “Hi, how are you?” is a script, as is “Hi, this is Jennifer Allan with RE/MAX City Horizons; I’d like to set a showing…” I use essentially the same script every time I go through a purchase contract with a buyer or a listing agreement with a seller. When I finish up a day of showing, I always say “So, that’s our show for today - how did we do?”

If we didn’t use the same words over and over again when performing essentially the same task or activity, our brains might fill up and explode from overwork!

But here’s where I don’t like scripts… during the prospecting process. Effectively prospecting to someone is a delicate balancing act between subjecting someone to an unwanted sales pitch and inspiring them to actually care about whatever it is you’re selling. And I think we can all agree that most salespeople err toward the side of the aggressive pitch (not you or me, of course, but everyone else).

There are probably a gazillion sales scripts out there for your consideration. Most are pretty awful, especially in the hands of an amateur, but occasionally I’ll run into one that almost sounds sincere.

Almost.

Lately I’ve been prospected to by some pretty slick operators. I almost missed the fact that the sales pitches were well-rehearsed scripts.

Almost.

But once I realized I’d been scripted to, I was annoyed and even a little bit hurt. I thought I was special. I thought that my appointment with this sales dude or dudette was the highlight of his or her day. I thought that this person really cared whether or not he or she earned my trust and my business. But no, I was just another prospect, just another sales call… on the road to the next prospect. I was a number.

I don’t like being a number. And that’s how being scripted to makes me feel.

Wanna sell me something? Leave the scripts and the sales pitch at home. Make me care about you because you care about me. Open up. Be YOU. Make me feel special. There might be a sale in it for ya!

 

The Exceptional Agent Project is Live!   

ACRE 

 www.TheExceptionalAgent.com

 

 

 

 

 

 

 

 

 
Post is included in group: Introverts are (Sales) People, Too!
Post is included in group: More Referrals: Strategies & Tips on Getting More Referrals
Post is included in group: Real Estate Rookie
Post is included in group: Rookies Turning Pro
Post is included in group: Selling Soulfully

61 Comments on I'm Too Sexy for Your Script

20 Most Recent Comments Displayed Show All

JUN
14
2011
593,772 Points 62 Featured Posts Outside Blog Hit Router Attended Rain Camp Called Shot Master

Well, you certainly drew us in with that title Jennifer!  I agree - there is a false bravado and tone that comes with pre-rehearsed scripts. Being geniuine and responsive to what the other person is saying will go a long way towards building trust.
11:53pm • #42
133,371 Points

When someone is starting out I can understand having a checklist or script to refer to. The problems with scripts is that the customers don't always answer according to the script and they sound "canned". When you know your subject it is easier to the have a conversation.
11:55pm • #43
JUN
15
2011
362,895 Points 76 Featured Posts Outside Blog Called Shot Master

I don't use scripts.  It is impossible to listen to people and really stick to a script.  It is just not me.  I do use an outline to make sure certain subjects are covered and things are complete -- but for me scripts don't work.
1:56am • #44
597,529 Points 110 Featured Posts Outside Blog Called Shot Master

Not long after a Tom Hopkins seminar in which he recommended using scripts, a cancer insurance salesman came to see me. I have no idea why I let him give his pitch - I must have been in a generous mood that day and wanted to let him practice.

Anyway, when he said "I know you're excited about this product" I almost laughed out loud.
2:36am • #45
411,309 Points 109 Featured Posts Outside Blog

Marte - Now THAT's funny. In a sick sort of way!

Tamara - I guess my response would be to ask WHY someone wouldn't know what to say? Are conversations with other human beings about what we do and how we can help so difficult that we need someone else to tell us what to say because we can't figure it out on our own? If I didn't know what to say to someone I'm trying to inspire to hire me, I might wonder if I'm in the wrong business.

The timing of this blast-from-the-past featured blog is interesting... over at my forum, we've been discussing "Opening Lines" for FSBOs and Expired Listings - that is - how to approach a FSBO or Expired on the phone or in person without fear... and without coming across as a scripty, cheesy, pushy salesperson. I'm thinking the best approach is short & sweet & honest & direct & friendly. No rehearsal needed!
6:46am • #46
827,699 Points 155 Featured Posts Localism Sponsor Outside Blog Hit Router Attended Rain Camp Called Shot Master

On the other side of the coin, a well-conceived and properly delivered script does not come across as a script.  Maybe you shouldn't throw out the baby with the bath-water.
7:53am • #47
411,309 Points 109 Featured Posts Outside Blog

Margaret - thanks for your comment! And yes, I can see where a perfectly practiced and delivered script might be undetectable, but the problem is... the vast majority of aren't perfectly practiced and delivered - and the audience of the script may very well feel insulted by the use of the script, if that makes sense. I'd be much more inclined to like and trust someone who stumbles over their OWN words when talking to me rather than someone who delivers an ALMOST-perfect script.

And I'm not saying that we'll all use essentially the same words when talking about the same subject - of course we will. But there's a difference (in my mind anyway) between having a similar conversation over and over again with different people and coming TO those conversation armed with a script. And when it's obvious the person is using scripts on me (and it almost always is), they've likely blown their credibility with me.
8:06am • #48
1 Featured Post Outside Blog Hit Router

Hi Jennifer!  I appreciate having some thoughts on paper and a list of things I want to chat about -- but I agree, that's not the same as a script.  I'm planning on attending your webinar tomorrow.  It should be very interesting!
9:41am • #49
1,028,818 Points 16 Featured Posts Localism Sponsor Outside Blog Called Shot Master

I hate being "sold"  too.  Although I understand the need to be knowledgable and communicate properly I like just knowing what I am talking about.
11:43am • #50
146,638 Points 6 Featured Posts

   Jennifer

   I don't think Yul Brenner ad libbed when he did "the King and I" on Broadway for 25 years. When the scrirt is perfected, it is perfect.  Most agents don't take the effort to perfect a script. If they do,a good script will work.

   Ron Climer   www.climerrealestateschool.com   Orlando, Florida
1:05pm • #51
649,864 Points 63 Featured Posts Localism Sponsor Outside Blog Called Shot Master

Love that song - its soooooo 90s. .... Also - the pitch they gave to Marte about being excited over cancer insurance is priceless.  I think scripts make it really hard to listen to what the client is saying.  Almost always they throw in a twist and if you are thinking about the script you aren't responding to THEM.
2:10pm • #52
189,112 Points 3 Featured Posts Called Shot Master

Yeseree... Your right on.  I guess we all do use scripts for certain things.  But like you, I hate being scripted to on sales calls.  Like "how are you Ken, this is Jennifer?"  The natural response without thinking is, "I'm fine, how are you?"  Because your not yet sure who is calling right?  They answer, "I'm great, thanks for asking."  That's what kills me...  The thanks for asking.  I am done, over and gone at that point.  It happens so often, I just hang up..  Honestly, I can't help myself.  Before I even realize what I have done, I hang up...  I don't even say, "don't call me, take me off your list, my number is on the do not call list."  I am just soooooo mad that I hang up.  But.........................the next time they call and I think I know the number or the Blocked, I am much more patient..  Then they get my wrath..  But they are thick skinned and are use to rejection.. But I feel better..
8:26pm • #53
JUN
16
2011
226,568 Points 9 Featured Posts Localism Sponsor Outside Blog Called Shot Master

Lately I'm reading not only about scripts but about how to say them in order to get 'yes' responses. You say 'this' and the prospect will automatically say 'that'. Neuro Linguistic Programming- is there anything to this stuff?  I could tell right away if someone were using it on me but are we sensitive to this stuff because we are in sales and have heard and been trained about it all?
9:31am • #54
411,309 Points 109 Featured Posts Outside Blog

Jenny - I'm just not comfortable taking the chance that someone will feel I'm manipulating them. Even if they can't put their finger on what it is, I think any canned agenda will be off-putting - I mean - can't we all tell when someone is really THERE with us and when they're working from a script? I tell agents never to use a prospecting technique that they'd see right thru or feel insulted by... because chances are pretty good the audience for the technique will see right thru it too.
9:40am • #55
118,117 Points Outside Blog Hit Router

I love this video. My '80's are showing...
8:15pm • #56
JUN
17
2011
200,770 Points 5 Featured Posts

I don't like scripts, it's always better to be yourself.  Besides, people can tell when someone is using a script!
9:41am • #57
DEC
16
2011
110,469 Points

Jennifer,

I agree with you.  We have been taught scripts from day one, but they never worked very well for me.  Instead of using a script, I will turn a script into a checklist of important points to cover with a valued prospect or client.  It works better for me, it's genuine, and it allows me to control the interview in much the same way as a script.  

By the way, I found your blog by looking up the author of "Sell with Soul".  Amazon.com introduced me to the book randomly.  I look forward to reading it.

Thanks,

Cliff Jones
KW Commercial
7:08pm • #58
MAY
03
2012
238,620 Points 5 Featured Posts Called Shot Master

I don't like scripts. Hell I hate them! I do practice responses to tough questions though.
10:10pm • #59
238,620 Points 5 Featured Posts Called Shot Master

Oh Ya! You do have a knack for writing catchy titles!
10:12pm • #60
MAY
04
2012
411,309 Points 109 Featured Posts Outside Blog

Well, thank you! ;-]
3:48am • #61

20 Most Recent Comments Displayed Show All

Login or register to leave a comment
 
Jennifer Allan-Hagedorn, Author of Sell with Soul (Sell with Soul) Rainmaker_large

Jennifer Allan-Hagedorn, Author of Sell with Soul

Pensacola Beach, FL

More about me…

Sell with Soul

Cell Phone: (303) 947-1335

Email Me



Listings

Links

Archives

RSS 2.0 Feed for this blog