Your Million Dollar Year Day 43 No Scripts Allowed. All sales people are trained with scripts. You are told that if you say this, your prospect will fall at your feet and want to work with you. I exaggerate, but the script driven coaches couldn't be more wrong. NO ONE wants to be sold these days. NO ONE wants to listen to some canned script that you deliver just like the 200 other agents who learned the exact script from the same trainer. Scripts should be thrown away and you should first understand the person you are calling.
If it is an expired or cancelled Seller what do you think they are feeling before you go off trying to tell them that you have a buyer for them, or some other lie? The E/C has already been lied to by their agent who did not get the job done, do you think using the same language would help you break through? By understanding where they are you can help them find the way out. How about if instead of learning scripts learn how to think like the people you are prospecting. Try to imagine what they want and help them understand how to obtain that end.
When you are scripted you know your game plan before you start. There is no one on the other side in this scenerio. This is the way a football team starts off the game. They will know what they want to do, but when they get out there if things are different they have already studied hundreds plays and they can pivot immediately. As an agent you need to study deeply enough that you make a script a dialogue with a person and not a monologue. Know how they are feeling and help them. They will know you care and will better respond to you.Your Million Dollar Year Day 43 No Scripts Allowed
