In The Sales Arena

Hey, Gang!  Welcome to another podcast!  My topic today is The Power of Scripts, which comes from the work I’ve been doing with Keller-Williams Real Estate.  Why do we need scripts?  The answer is because they allow us to take advantage of every situation and leverage it to our benefit.   For example, KW teaches scripting to its associates to the point of making an initial introduction to a client, emphasizing the appointment time and the punctuality of the associate.   KW teaches the Bold Law, which is that spontaneity is a conditioned reflex.  When the client says A, then we are prepared to say B.  Your response becomes automatic because it’s been practiced over and over again. Remember, there are three types of salespeople: The UI—Unconscious Incompetent, who is no good at sales but has no clue that they are no good. The UC-Unconscious Competent, who is good at what they do, but have no idea why they are good. The CC—Conscious Competent, who is good at what they do and know why they are good. Here are Fo