RNMKRS Script Outline

RNMKRS Script Outline Instructions: This is simply a generic starter script. You should make it your own, change the language to wording that you are comfortable with while still accomplishing the goals of the role play. Pull all your worksheets together to make a script. Be sure to review the scoresheet so you know how you will be graded. Opening [Pull from your Openings Worksheet • • • Introduction: “Hello Alex, thank you for meeting with me today. My name is Macey Deleon and I’m with Dell. I saw that you were searching through the Dell website and are interested in our product.” Build Rapport: “?” Review the agenda o “yes My agenda primary goal today is to give you the opportunity to learn more about our product and hopefully we can get an order placed if that is something you are interested in.I hope that sounds good to you Discovery Tel me more ab the company Can you tell me why you were searching on Dell.com? How long have you had your current laptops? Are you satisfied with your current laptops I see, and what do the officers use their laptops for? Okay, and how many notebooks do you need? • Ask Situation and Problem questions “I want to start off by asking you what are the problems that you are facing with your current technology?” How long have you been dealing with these issues? What are the other issues you are having? budget Are you satisfied with the durability that your current laptops are offering?” • Ask Implication questions o “What effect would not being able to see your keyboards have on your company o What would it mean if you did not accomplish your goal or solve your problem? Summarize what you learned o “Okay Alex, so what I’m gathering from our conversation is that you are looking for a solution that offers backlit keys and docks that is waterproof and doesn’t lose communication or power Need Payoff – Offer a solution o “I am prepared to offer a solution to your problem.” o “Would you be willing to listen the solutions that the Dell Rugged Laptop may offer?”good • • Presentation [Pull from your Benefits and Customer Assessment worksheets] • Dell company and Dell product overview o “Let me share with you some information about Dell and our Rugged line of notebook PCs that will help you ove c • Demonstrate that Dell will satisfy needs o “You mentioned your employees being able to see their keys in the dark was a concern, we offer backlit keys that will solve that problem.” good o “Another concern you shared was the lack of durability with your current product, we offer a rugged build that has endured military grade testing.”good o Bacup battery • Confirm buyer agrees that the product will meet his needs o “Based on the evidence that I provided, do you think that the Dell Rugged Laptop will be able to fulfill your companys needs?” Overcoming Objections [Pull sample objections from Objections worksheet] • To respond to objections, use the CRC (Clarify – Respond – Confirm) format: o Clarify: “I see why that may be a concern” o Respond: “luckily we offer 2 notebook options, the 7000 series, and the 5000 series” o Confirm: “Does that make sense?” Closing • Asks for appropriate commitment and set next steps o “Now that we have discussed the solutions and benefits that our Dell Rugged Laptops offer, how about we set up a meeting with sherry Tuesday at 3?” • Confirm day and time o “Okay, that works for me as well. Thank you for your time today.”