Writing Great Scripts That Don’t Sound Scripted

For Managers
1-Day Training Program

A great sales or service call achieves a true dialogue, a back-and-forth conversation that creates and holds interest on both sides

We teach the art of writing conversational scripts. In fact, we call our scripts dialogue guides because they sound so natural, not robotic or stiff—or scripted! They’re popular with reps, too, because using them helps yield maximum results from presentations.

When your management team attends this 1-day training session, they’ll come away with the knowledge they need to create scripts that convey your company’s message consistently, in a warm and friendly, yet thoroughly professional, manner. Managers will learn how to write scripts that create immediate impact, capture attention, engage the prospect—and get results!

What We Deliver

• Uniform and consistent message delivery
• Greater closing success
• Introductions that capture attention
• A structure for probing to creating dialogs
• Power Words that fit the Audio Medium and capture attention
• Clear answers to objections without hesitation
• A customized workbook, an assortment of exercises, and handouts for each attendee.

Why We Get Results

We get results because we come to your site, observe your operation, interview your staff, and monitor your calls. We become experts in your business by conducting an on-site Needs Assessment. Then, we provide you with a written report of our findings, and how specifically we would proceed to make improvements by implementing our systematic process. With the information we collect, we fully customize your training program and materials to make sure your reps can identify with our techniques and apply them easily and immediately in their actual environment.

Training Agenda

The exact length, structure, and content for each class are researched and customized to fit the individual needs of our clients. Generally, we divide our training day into teaching
the five separate modules that represent a dialog guide. In the morning session, we focus on the elements required to create a script; in the afternoon, each manager writes a script for virtually any product/service your company sells.

Some Sample Topics

Based on our findings during your company’s Needs Analysis, we determine the appropriate course curriculum for your training program. We incorporate your products, methods, and sales and/or service philosophy into real-world exercises and role-play scenarios. Topics that might be appropriate include:

• Identify your primary and secondary objectives
• Organize your script’s critical elements
• Capture attention in 15 seconds or less
• Craft effective “emotional hot buttons”
• Maximize interaction with effective probing questions
• Paraphrase to identify and clarify prospect needs and concerns
• Write trial closes that work
• Draft responses for spoken and unspoken objections