The best way to custom tailor any script for sales is to incorporate your personality into it. Nobody wants to hear a sales person sound scripted. If you have a client on the fence and perhaps your stumped on how to address it. Do this, stop pitching and be personable. Tell them something about your company, tell them about your corporate CULTURE. The “pillars”, are these foundations of “client centered focus and service” that most companies in the mortgage industry have plastered on orange and yellow walls somewhere. **Note to self, paint walls. Motive does have pillars much like other past workplaces of mine. Most great sales coaches will tell you sell yourself. Selling your company and their values is a part of that.
As you hit the hard work in on the phones, you must ignore the noise, and take the roast out of the oven with intent to do the right thing. Respond with the ante to play, and put your clients first. These PILLARS are your BEST SALE and sit right in front of you. Share your pillars with others in your sales today in whatever you do. Remember in my article Believe In Better I say the first step is to BELIEVE. And part of having that belief in sales is leaning on the “Pillars” that founded your CULTURE. You should be incorporating your culture of belief’s on customer service in your scripts and engaging in it during your sales presentations.
AT MOTIVE LENDING our pillars are AACC. Accountability, Accessibility, Communication, and Consistency. My management does the best job Motive-ating these through the company. And live up to our pillars we stand for. Love how Motive does this. And today as we begin another month, start with the end in mind. Then at a time when relationships and timelines are tested, it will be with great pleasure that you get to lean on the foundations of your culture.
Sell well today, sell your CULTURE and Pillars of client service you stand for! – Juiceman