YELLOW means that the selling dialogue is at your fingertips. It is printed on YELLOW card stock. (page 21)
This is where most of the selling dialogue and selling process takes place. The more time you spend on the selling dialogue and selling process, the more you'll be talking about selling your business products listing their home with you and your company.
The business plan and sales presentation contained in the pages are printed in YELLOW and should be specific to you, your company, and your services. It’s the nuts and bolts of the selling plan and the sales presentation.
1. Yellow is the third color of Smooth-talker's color-code.
2. The Yellow pages contain the sales presentation section of Smooth-talker business scripts.
Proceed with caution when the traffic light turns "yellow."
It also means proceed with caution whenever you're selling something.
3. The yellow pages contain the traditional selling dialogue that most business sales people
and real estate agents use.
__ "The only thing you need to do is choose a heading, pick a line of dialogue and repeat the phrase out loud."
The responses are designed to alleviate the frustrations of giving answers to commonly encountered in business-to-business sales and real estate sales.
It is the classic selling dialogue that the sales manager teachs you in training classes. Reasons, facts, benefits and all of the clever play on words that make up the selling process.
Also you must reduce it to “stand alone” sound bites so that it fits on the page. If it fits on one page of the Yellow page scripts, that’s probably all that a prospect can absorb during a prospecting call.
In a prospecting call or a sales call, Yellow page scripts means convincing and persuading.
A good salesperson inspires a potential buyer to see the reasons and benefits as their own. It means convincing and persuading, and building credibility. The yellow pages section can be considered a “sales presentation” of you and your companies services and add up to “telling your story.” It’s the language of selling of reasons and benefits.
It is neccessary to use caution when selling your product and in using a sales presentation.
The topics, categories, and headings describe the things that all sales and marketing people are required to use in the normal selling situation. The underlying idea of why we use the color "Yellow" is to use caution when using sales dialogue in a sales presentation. It doesn't give you permission to talk nonstop.
The business script wording and selling dialogue enables you to have at your fingertips the information you need to effectively sell your products using a sales presentation. The words should be carefully crafted, be brief, and to the point. It’s all in the sales presentation as they say.
The sales manager and sales trainer and business trainer wants you to write the yellow pages business plan and selling plan. If the writers of this business script book attempted to write any content of the Yellow pages, it would be nothing more then a pithy fluff piece that wouldn’t fool anyone. It would be too generalized to be of any use.
It would be impossible to write a universally acceptable prospecting script and selling script for this section of the business script that would effectively communicate the unique characteristics of your business.
That is why only you can write the Yellow-pages. They contain the information that causes a prospect to want you what you have to offer.
The Yellow-pages business scripts primary purpose is to function as your own personal marketing department and public relations agency.
The "Yellow pages" are designed for you to use your imagination. The Yellow-pages are designed to be a basic framework to be modified and completed by you and the sales trainer or business trainer or business coach.
By its very nature it includes specific things about you, the company, and the products and services you sell.
We have given you examples of lines of selling dialogue that you can use. Each line of the business plan and the sales presentation dialogue is written to inspire your resourceful imagination.