Using a script will help create consistency, and as a team leader, that’s exactly what you want. Just by introducing a script to your team, which can then be used to measure conversion on a daily basis, your numbers will begin to increase.
So what exactly does a script look like, and how is it used? A script answers the question: What do you say to a prospect to (insert action here)? Most commonly, it’s to get them to hire you or move past a certain objection.
A script must be written down. It needs to be learned, practiced, used, measured and improved upon to increase the conversion rate of prospects to appointments, appointments to contracts, and contracts to deals for all members of the team.
Imagine taking the guesswork out of selling once and for all by using a system that makes your sales results less people-dependent and more system-dependent. With that in mind, in this article, I will be outlining the four sales scripts every agent needs to know in the new year.
1. Seller value proposition
If the client has said “yes” to getting his or her home sold first, here is an effective sales script you can use:
“Well, what I can do is give you a custom professional evaluation of exactly what your home may sell for in today’s market. What this will do is give you the confidence that the price you pick for your home is going to net you the most amount of money in return.
Also, at this time, we are going to review the things we do that average an additional 5 percent on the sale of your home. Would you be interested in this information as well?”
This key piece of information is what will hook your sellers and showcase your value.