Owen here from The Professional Builder here to walk you through the sales script section of the sales framework. So this part features directly after the qualifying part. Once you’ve qualified a lead you deem them to be worthy of your time because the prospect has given you some of their time in completing a questionnaire. You are now getting a phone call with them. So you get to talk to the lead and you get to qualify it some more, position it well. The next step from this process is the site visit and the wow information pack.
You’ll probably find that the prospect tries to take control of the process and begins to call the shots. And you may not be elevated as the trusted advisor or authority in your niche. So in sales, there’s either your following their process or they’re following your process. If they’re following your process they’ll go to the next stage. And you get to call the shots.
If you’re following their process, you’ll probably get to the end of a sales call and then they’ll probably say something like, “Hey, looks great. I’ll have to think about it and we’ll be back to you,” sort of thing. That’s you following their process. So either you follow their process or they follow your process. If you don’t use a script like this chance is more likely heard of you following their process than them following yours.Let’s go through things and get the spot on.