Reciting a previously elaborated script is not always the most effective strategy, although they are quite useful for agents who are just entering the real estate business, it is important that you do not forget that no matter how much experience you have, you should direct your attention to developing your skills in the art of conversation.
Scripts are considered a key element in the successful real estate agent’s like Property news repertoire of tools. They are generally employed to maintain focus during telephone conversations and meetings with potential client in capital smart city Islamabads, thus ensuring that you ask all necessary questions and gather the required information. In some ways, they allow more experienced agents to pass on their experience to colleagues just starting out in business.
Among the advantages of using a script is that you will be using a previously used conversation strategy and, therefore, it has a proven effectiveness. You will not have to start each call from scratch and, in addition, you will have an emergency plan in case of possible objections or resistance. However, they are not a vital key to success . There is no magic set of words that turns every call or every meeting into a potential client because each situation is unique and different. Rather, scripts are useful and effective as part of a conversion system or a broader strategy that ultimately turns those “us” into meetings and new clients.
Handling objections through conversations
More than any set of pre-established phrases, the key to success in any phone call or sales meeting is the proper handling of any objections that may arise. And what is the most effective way to deal with them? Having a genuine conversation with your potential clients, your true goal is to achieve a real conversation that is pleasant and productive for both parties.
This means that as you gain more experience, you will not be able to rely solely on ready-made answers because each situation is different and you must be able to respond appropriately and intelligently to each of them.
To achieve this, we present a technique that will help you handle objections and get to the main point of what your potential client is looking for, something that definitely goes beyond a script. This process is called PPR, due to the phases of the process that the potential client goes through: “Perspective, Process and Result”:
- The Prospective Customer Perspective is based on their previous experience, knowledge and speculation.
- The Prospect Process is the plan you have designed for your particular situation. The process is typically what will lead to an objection. They have their plan and, in their mind, you are not part of it, so they may leave you out.
- And finally, the Result. This is the only result or benefit that the prospect believes their process will deliver for them.
Identify where your potential client is in the process and use your conversational skills to let them know the benefits they will receive if they decide to work with you.
Finally, remember that hyphens are just one more component of a larger conversion strategy and system.