Home Selling in 92677>Question Details

Tamara, Real Estate Pro in 92656

Sales script

Asked by Tamara, 92656 Sat Oct 20, 2007

what is a good sales script?

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8
I am not a fan of a script, but it IS a good way to start if you're not comfortable cold calling. Jim is right on - folks like to hear their name. Try to tell them something specific about their neighborhood....maybe an update on a home that was ust listed or rectently sold.
Web Reference: http://www.cindihagley.com
1 vote Thank Flag Link Sat Oct 20, 2007
Cindi Hagley, Real Estate Pro in San Ramon, CA
MVP'08
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People like to hear their name, Tamara; dont' bombard them with it. Just mention it every other minute or so in casual converstation.
Another thing that people enjoy is to be asked about something they know about. People love to give out information, Tamara, - why I am doing it right now.
Another thing they like to do, is small favors, once they get to know that you, Tamara, are an expert at what you do or you have a great product, they will want to share that information with others.
A script should never sound scripted. If you can't feel natural saying it, say it some other way.
1 vote Thank Flag Link Sat Oct 20, 2007
Jim Walker, Real Estate Pro in Carmichael, CA
MVP'08
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"who do you know that is thinking about moving"?
1 vote Thank Flag Link Sat Oct 20, 2007
Pam Winterba…, Real Estate Pro in San Ramon, CA
MVP'08
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"I was wondering if you or anyone you know might have thought about buying or selling a home now or in the near future?"

If you ask that 100 times, you will get a couple of people. The best response is, "Yeah, I was?! This must be fate."

Good luck,
Ruth
1 vote Thank Flag Link Sat Oct 20, 2007
Ruthless, Other/Just Looking in 60558
MVP'08
From such a limited question you have received some good advice. I was being trite but it works. You have to start somewhere. My very first month as an Agent (Broker and Realtor) back in 1995, I was top listing agent in the entire state of North and South Carolina combined. I did that by simply starting with that question. Every morning at 9:00 a.m. I would get on the phone and make cold calls asking that question. You get lots of practice!!! But when the first person says yes, suddenly you start stuttering and don't know what you are going to say next.

I've done a lot of sales training in my days for a variety of industries. The purpose of a script is to be prepared and provide confidence. Set up your script as a flow chart at first. Anticipate all the possible answers (objections). If you ask this and they answer that, you say this. Roll play and learn to be natural. Don't follow it word for word but say the concept.

Good luck,
Ruth
0 votes Thank Flag Link Sun Oct 21, 2007
Ruthless, Other/Just Looking in 60558
MVP'08
It all depends on the situation. No matter what script you get,
1) Adapt it to fit your personality
2) Be natural - in your expressions and voice communications
3) Be forthright and assertive so people understand what you are asking, and reinforce you are listening to their needs....90% listening, 10% you talking, and 70% of that reinforcing what the other person is saying.
Web Reference: http://www.iansellsnola.com
0 votes Thank Flag Link Sun Oct 21, 2007
There are scripts out there for almost every senerio. Mike Ferry has some good scripts. Keller Williams Realty has good scripts too. I am with Keller Williams. We have a scripts class weekly and invite agents from other companies to our trainings with no obligation of joining us. We are big on training with a sharing culture.
I agree you don't want to sound like you are reading a script. If you practice, you'll make it your own.
0 votes Thank Flag Link Sun Oct 21, 2007
Tamara....

What kind of sales script are you looking for?
0 votes Thank Flag Link Sat Oct 20, 2007
Pam Winterba…, Real Estate Pro in San Ramon, CA
MVP'08
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