Special purpose scripts were written for people who have ADD, Attention Deficit Disorder.
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It is important to understand the difference between regular business sales scripts and special purpose scripts written for those who have ADD and Attention Deficit Disorder.
Special scripts are written to be used for unique people who have ADD and Attention Deficit Disorder. There is a reason for writing such a script for people with ADD and Attention Deficit Disorder.
Special situation scripts address a way to say something to that the speaker, the sales person with ADD and Attention Deficit Disorder, can fluently deliver the sales script. The ADD and Attention Deficit Disorder special sales scripts used in instead of the general prospecting scripts. They are written in a same order as the regular scripts.
Written for people with ADD and Attention Deficit Disorder.
ADD scripts and Attention Deficit Disorder scripts have a special style to them that is best described as “one of a kind." The business scripts and prospecting scripts and sales scripts contain wording that is intended to lend rythem and cadence to the dialogue of a script for business sales people with ADD and Attention Deficit Disorder. Additional supplemental worded sales script dialogue is contained in a secondary binder because there is simply no room in the regular scripts.
The following paragraphs describe some of the scripts that Smooth-talker has.
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Women's scripts.
Dialogue and language used is different for women sales scripts. The approach is distinctly different from men; therefore some of the words may be better suited from the female point of view to be effective in womens sales scripts. For instance, the way they build a relationship is unlike that of men and that should be taker into consideration. If the prospect to whom you are calling is a woman, and the salesperson is also a woman, the approach and word selection should be tailored accordingly.
Answering machine and voice mail.
A streamlined script for voicemail and answering machines should economize on words and avoid tongue twisters. A preplanned answering machine script should be short but cover a lot of information. Answering machine and voicemail scripts are “timed messages” similar to the wording of a “Blue lead-off” script only shorter. Answering machine and voicemail scripts can be written with or without the “selling” part of the message. They can also be written for follow-up calls.
Gatekeeper and call-screener scripts.
Gatekeeper and Call Screener scripts become part of the prospecting process by default. You might initially talk to the person who screens the prospects calls. Their unofficial title of “Gatekeeper” is fitting because you have to get by that person in order to reach the prospect. If handled properly the gatekeeper gives you their approval and puts the call through to the prospect. If the gatekeeper “doesn't” give their approval, they can become a “moat dragon” forever thwarting your prospecting effort.
Universal closes.
There's approximately 20 well-known universal closes used in the business sales world. Your business or profession may have unique "closes” that don't fit the norm. If a “close” is unique to a business sales profession it should be included on a special list for inclusion on a “Additional Closes” page. Additional closes suitable to your business should be contained in a supplemental script binder and made available.
Trial closes.
Trial closes can be “stand alone” versions that gather “yes” momentum. They test the water. They can also be in the form of positive words. Example; “When you are using out product, it will drill holes faster, wouldn’t you agree.”
Positive affirmations.
Salesman wouldn’t be salesman unless they have a lot of positive things to say. Write into the sbusiness sales script dialogue that the salesman say positive things “positively.” Nothing more than simple positive affirmations. As the old saying goes “you get more flies with honey the you do with vinegar.”
"Helper" script?
Helper scripts are nonessential to the prospecting sales call and are incidental scripts. Polite Endings and Positive Affirmations are nonessential but they are nice to have available.
"Stammer stoppers" scripts.
Salesman tend to “stammer” when they're taken off guard. Stammer stoppers are a lot like a “non sequitur” but act like filler when you are deciding upon choosing another page of the script. They move things along by "filling the gap" permitting you to keep on talking. Provided you have something else want to say, a stammer stopper will fill the void allowing you to continue. Any hesitation will allow the prospect to step in.
Neutralizer scripts.
A page heading called “Neutralizers” contains short sound bites to take a prospects strong position regarding a topic and render it neutral. Examples are: “It would seem that way” and “Some would agree.”
"Back-out" scripts.
Back-outs are used exclusively when a prospect feels strongly about something. It cuts off a line of thought that is going in the wrong direction. When the prospect has you on the ropes, you need statements that will “back out” of the situation before it goes any further.
"Back-downs" and "quit script."
An overbearing prospect is one who thinks they are always right. Sometimes you must back-down in order to salvage a prospecting call that gets off on the wrong foot. When there is no hope for doing business with a prospect, use a “quit.”
They are not only for saving time but for saving you from further insult. It promptly ends the conversation with dignity. Giving the prospect a "parting shot” might make you feel superior, but it's unprofessional. Use of “Quits” quickly disengages a prospect on your terms. They are polite and courteous.
"Auxiliary" script?
An “Auxiliary” scripts main purpose to contain the extra dialogue that wouldn’t fit in the twelve pages of a Green and Yellow sections and the 24 pages of the Red. They are dialogue that are worthy of inclusion but for some reason not high enough priority. They should be written and put in a secondary binder for use when you run out of dialogue in the regular script. Auxiliary scripts are like a second tier of Smooth-talker business scripts and prospecting scripts and sales scripts.
Side-step, defer, and deflect scripts.
Sidestep so you don't take a frontal hit. Sidestepping and avoiding are similar. Sidestepping a customer's question or objection is avoiding it by answering it with a partial answer. Answering a major question with a minor or partial answer shifts the conversation to the lesser of two topics.
Modified for unique people scripts.
You have to have prepared scripts written down in order to modify it for unique people that you run across. Perhaps a gifted salesperson speaks with an accent or regional dialect. Keeping that salesperson on track is just a matter of proper scripting.
Smooth-talker scripts opens up opportunities for hiring people.
Having a system of writing your own scripts opens the selection of people you hire. By having a business script or prospecting scripts or sales scripts, a salesperson who has every quality except speaking ability can now be a candidate for a sales position. A sales manager and sales trainer and business trainer now has a tool for training a salesperson that has every quality except that they never learned to speak properly.
Hiring the handicapped.
Writing a script for the hiring the handicapped can be rewarding. No one else cares about these people. The rewards are that they are grateful for the opportunity and will be loyal dedicated employees. It'll make you feel good that you can help someone who is less fortunate. Virtue is its own reward.
Speech impared.
Speech impaired individuals can be successfully trained to prospect by phone if they are provided with a specially designed script. It is a process of distinguishing the words that the person is unable pronounce. It is then possible to substitute words that they do have the ability to pronounce.
Tongue twister scripts.
Tongue twisters can be reworked to eliminate the use of difficult to pronounce words especially those with ADD and Attention Deficit Disorder. Write user-friendly word combinations such as high impact phrases instead long-winded sentences that have a greater chance of being misunderstood.