Practicing the scripts

I am not a big believer in canned scripts. Unless you are practiced and comfortable they sound like scripts. I do know that no one in this economic climate wants to be sold, but many are willing to buy if you provide them a reason to buy. That is what scripts are all about isn't it? Aren't scripts written out in such a way that you lead a client or prospect along a route that ends up with them saying yes along the way. At the end of the script is the close, or call to action that you also expect a yes? Scripts from all the various sources and gurus were designed by them to produce results, but reading verbatim makes you sound wooden and stiff.

What happens when you are thrown a curve ball. When the prospect veers off your line and you have to reel them back in? Are you prepared? Have you practiced enough to have made that script your own. I am not talking about memorization, I am talking about deep down knowing what you are doing and being able to deliver that content in your own words, at your own pace and in your own voice. A script is the little league of this sport. To get to the big leagues you need to embrace the content of any script and make it your own in such a way that you are believable. We don't need more people out there saying the same thing.

I work expireds and so that means I call prospects on the same days they are hearing from others. Yesterday I had one prospect tell me he heard the same dialog from 3 different agents and he was willing to talk to me because I actually was listening to what he was saying and feeling and reacting to that emotion. I know coaches demand that you learn their scripts, but that is really just the beginning. What works in Dallas will not work in Boston and the opposite is true as well. You need to adjust what you are saying to the people you are talking to. You need to listen and get back on track when your are taking down a dead end objection. The way to do that is not to hang up and go to the next robocall; the way to get back on track is to acknowledge the objection ask a question and look for the opening to get back on track. When you call you know what you want. If you make it canned then so will the prospect. It is much easier to say no than to say yes, your script was designed in a way to help the prospect say yes. But if all you do is read it off the page you will not get anything more than some low hanging fruit or the fruit that has fallen off the tree. Embrace your script and make it your knowledge. Deliver that knowledge in a way that engages your prospect not bludgeons them into agreement with you. This is my opinion and I know that people are successful with canned scripts. Imagine how successful you would be if you made that script part of you?