The Inbound Sales Script: Your Playbook to Closing Deals
This course is designed to give you a powerful, proven script that transforms inbound leads into closed deals. This isn't just a list of things to say; it's a strategic framework for controlling the conversation, setting clear expectations, and building trust from the very first hello.
1. The Intro: The Foundation of the Call
The first 30 seconds are the most critical part of the call. Your goal here isn't to sell anything; it's to establish credibility and get the prospect to lower their guard.
Acknowledge and Personalize: Always start by saying their name. This shows them you know who you're talking to and that this isn't a random, generic cold call. For example: "Hey, [Seller's Name]?"
The Credibility-Building Hook: This is a key trick to gain instant credibility. Instead of a bland "How are you?", ask a question that implies they already know your company. The most effective versions use media they likely consume. Bad: "How's your day going?" (Too generic) Good: "I saw your file on my desk this morning. Did you happen to see one of our TV commercials or see us on Facebook?" Why it Works: This question immediately makes you sound legitimate and hints that your company is large enough to have a significant presence (TV commercials, Facebook ads). It primes them to believe you're a serious, trustworthy company right from the start. 2. Setting Expectations: Take Control of the Conversation
Most sellers will try to dominate the conversation by talking about their house, their life, or anything else. Your job is to prevent this by setting a clear, defined path for the call. This is non-negotiable.
Avoid the "Bad Time" Pitfall: Don't ask, "Did I catch you at a bad time?" This is a weak, submissive question that immediately gives the prospect control. The Negative Close: A more powerful, strategic alternative is to use a negative-leaning statement. This creates a psychological trigger that makes the other person want to correct you. Instead of: "Did I catch you at a bad time?" Say: "Okay, I probably caught you at a bad time." Why it Works: Their immediate, natural reaction will be to say, "No, no, it's a good time, I have a few minutes." This gives you permission to proceed and shifts control back to you.
The "Here's How This Call Works" Statement: This is where you lay out the rules of engagement. Be clear and confident. "Thanks, I'm just going to ask you a couple of quick questions about your property and situation. [Seller's Name], if you feel we're not a fit at any time, please let me know and I will do the same. Does that sound fair?" The "End of the Call" Promise: Always conclude your expectation setting by telling them exactly what will happen at the end of the call. This removes any ambiguity and keeps them focused. "At the end of our conversation, one of two things will happen. I'll either have a qualified offer for your property or I'll have a denial with a reason. Sound fair? 3. The Condition and Timeline: The Data Collection Phase
This is where you gather the critical information needed to make an informed decision. Don't rush this part.
4. Finalizing the Call: The Close
Now that you have all the necessary information, it’s time to wrap up the call.
Confirm Key Roadblocks: This is a chance to preemptively address potential issues. "Is there anyone who has input on the decision to sell the property?" "Okay, so no one has any veto power to stop you from selling?" Recap the Offer and the "What Happens Next" Steps: This is the moment to deliver on your promise. "If we agreed on a price today, what would happen next?" "If we agreed on a price today, would that stop us from working together?" Why it Works: You are confirming that you've covered all their potential hesitations, making them feel heard and understood. This final check-in makes them more comfortable with the process and ready to move forward. Want to scale your wholesaling business? Prexium gives you consistent, high-quality leads. Get your leads now 👉
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