Twelve Effective Ways to Help Your ADD/ADHD Child: Drug-Free Alternatives for Attention-Deficit Disorders
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Twelve Effective Ways to Help Your ADD/ADHD Child: Drug-Free Alternatives for Attention-Deficit Disorders Overview
In 12 Ways to Effectively Help Your ADD/ADHD Child, you'll discover that helping a child with ADD/ADHD is like solving a jigsaw puzzle. You have to identify the various biochemical and nutritional pieces and fit them together into a completed puzzle of a happy, healthy child. Improve diet, track down hidden food allergies, and identify and avoid inhalant allergens and chemical sensitivities. Included are menu suggestions, shopping tips, and 30 recipes to help parents deal with diet changes, such as avoiding artificial colors, milk, wheat, sugar, and chocolate. 12 Ways to Effectively Help Your ADD/ADHD Child discusses the latest research reports from prestigious medical journals about ADD/ ADHD, deficiencies, and lead poisoning.
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I live within a few hundred yards of a legend in the advertising copywriting world.
This gent wrote the famous TV commercial: "This is your brain...And this is your brain on drugs."
Books And Tapes
The camera flashes to a frying egg.
How Can I Convince My Sales Reps to Use Scripts?
It's a memorable ad, and it shows the power of simplicity in words and in imagery.
The same sort of economy and punch need to be written into phone scripts. Just as there are millions of forgettable ads, but few that stick with you forever, the odds are also stacked against someone who sets forth to ink a winning telemarketing script.
But I don't want to talk scriptmanship with you, which I do at length in my seminars, audios, videos and on-site training programs. I want to address another challenge that is even more daunting than developing a brilliant call path.
It is convincing your sales reps to use it.
Scripts are a lot like telephone headsets, which most people prefer not to wear, and then they end up a sunken cost, buried in a desk drawer. Given a choice, most sales reps will decline using a script.
But why, especially if scripts enable them to sound organized and credible, while saving time and engineering more yeses?
There are lots of reasons, besides ego, that voice inside a rep's mind that incessantly needles: "You don't want to sound canned, do you? You're a professional; you should be able to make it up as you go along!"
Simply put, most sales reps aren't sold on the necessity and inevitability of using scripts, and most managers are not prepared to make script compliance a part of the job, or else.
Plus, there are those "naturals" on sales teams that I've written about in my book, HOW TO SELL LIKE A NATURAL BORN SALESPERSON. They seem to wing-it in presentations all the time, yet their sales are first rate. No one can successfully imitate them, though everyone tries.
These champs and constant contest winners seem so spontaneous, so UNSCRIPTED!
"I want to grow up to be just like them!" your novices and laggards proclaim.
Most sellers take their cues from your naturals, your informal leaders. One frown from naturals and the script you just handed out will soon sleep with the headsets.
If you try to force your best salespeople to use a new script you risk having a showdown with them, and then losing them or firing them.
You need to introduce scripts with delicacy to say the least, and ideally, a new script should never simply be handed out without a thorough explanation of its mechanics, and necessity.
"Why does this beat what I'm using now?" is one of the key objections that must be overcome, and the answer isn't "Because I say it does!"
My preference is to train sales reps in a seminar setting, first. They learn various ways to penetrate screening and voice mail, how open calls smoothly, establish credibility, ask "perfect" questions inducing prospects to persuade themselves, along with closing tools and objection answering techniques.
Then, they get hands-on experience in a scripting workshop, putting together all of the pieces for themselves. Some do a great job, and emerge with a testable presentation.
Most do not, and they gladly embrace a script I've written for them, that I just happen to have at the ready. They hear me read it and then see, instantly, how I'm following all of the practices I've laid out in the seminar.
It's logical and suddenly, the whole idea of using a well crafted script becomes more acceptable, at least on a cognitive level.
"But will it work for me?" becomes the next and most critical question.
I stick around to find out, listening to reps implementing the script, and giving them real-time tips and coaching. Using tapes, they get to hear and rate themselves using my TEAMEASURES(TM) (Telephone Effectiveness Assessment Measures(TM)).
Knowing exactly how to bring the script to life, and when to improvise, and having already succeeded with the script before I leave, there is a strong chance they'll keep using it.
What if the script is rough in certain places or a phrase, a pause, or a question isn't working? By being on site I can detect and cure that, instantly.
This rollout sequence: (1) A seminar and scripting workshop; (2) Introduction of a customized script; and (3) One-on-one coaching and feedback represents the best way to bring structure and success to a telemarketing unit.
Above all, it addresses the universal question: How can I convince my sales reps to use scripts?
How Can I Convince My Sales Reps to Use Scripts?
Dr. Gary S. Goodman is a top trainer, conference and convention speaker, sales, customer service, and negotiation consultant A frequent expert commentator on radio and TV, he is also the best-selling author of 12 books, more than 1,000 articles and several popular audio and video programs. Visit Gary's web site for product information: http://www.customersatisfaction.com, or contact him directly at: gary@customersatisfaction.com
