Create the Script

The scripting process starts with a 2-4 hour consultation.  The consultation consists of a list description followed by who within the company by job description and job title is the right person to talk to.  After we find the right person, what makes the company qualified? 

After we find the qualified companies, then what makes you somebody they should want to deal with?  That is the sales presentation.  We limit the presentation to problems the respondent may be having that you solve.  These problems might include quality, delivery, customer service...it can be a variety of things.  We get involved in our customers' solution in only a very general way, not in the nitty-gritty.