Top producers will vary their script approach when selling. We believe that its all about synchronizing with every receiver about whom we try to understand their cleaning needs or requirements. 39 Dodge St #288BEVERLY MA 01915PHONE: 978-296-2700, Sell The Meeting: 24 tips & book excerpts, B2B buyers bait: cold call scripts that sell, SELL THE 2ND MEETING: HOW TO CONDUCT DISCOVERY CALLS, B2B Sales Scripts- Team Telephone Techniques Leak Value Without Them, Tough Times and Sales Shakeouts: 9 steps to outperform competitiors, B2B Appointments: Qualified Sales Leads Metrics to Set Your Expectations. Before I share this how to sell over the phone script with you, let me warn you that there is much that is done prior to this phone call, to maximize your chance of crafting successful telephone sales scripts that maximize results. It is incomprehensible to me that people would march into a sales environment where failure is the norm, where seconds count, where every word matters and not be prepared. Not all the successful sales scripts are exactly the same. w}2AI$ RI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$l$>I't!W}2w*I $I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JfI3;wOw* You may find that the hardest is deciding on your desired approach when it In a lower-level environment, stick to the phone script. WebA B2B appointment setting script tells a story that is destined to convert your cold audience by making the right approach, with dialogues, pitches, and characters. What works tends to be proven over time by tracking and statistics. At the risk of simplifying, let me share with you a structure for a b2b appointment setting script which has proven successful at obtaining sales appointments with hard to reach decision makers in a variety of industries. Sorry, but those of you who refuse to write down the words most calculated to achieve your business objectives in repetitive situations, who resist writing down the best words to use into a phone script, because you dont want to sound scripted. You are letting a lot of money slip through your dialing fingers. Alex Great, hi Mr. Andrews. Office Cleaning in Santa Clarita, CA First, sales scripts are important, yes. If you really had the ability to magically anticipate the behavior of each individual who picked up the phone you wouldnt be prospecting. That is what writing sales scripts is all about. WebYou'll Get All Of These Battle-Tested Janitorial Sales Scripts! w}2AI$ RI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$l$>I't!W}2w*I $I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JfI3;wOw* In person someone is more likely to indulge you longer as you drone on. WebA Sample Telemarketing Pitch Script for Setting Sales Appointments: This is Scott Channell from breakaway growth strategies. Appointment Setting Scripts Greg That would be me, yeah. Appointment Setting Script Tell them specifically what it is you want from them. WebNew members love our "Jumpstart Your Sales" 5-Week Challenge! endstream endobj 27 0 obj <>stream WebAppointment Setting Campaign The goal of an appointment-setting campaign is to schedule a meeting with a potential customer. Appointment setting scripts that work Appointment setting scripts that work First, lets state the obvious. Tell them what you do. Your company. Our outbound calling campaigns include: Scripting and program outline to define your janitorial campaign and provide optimal results. w}2AI$ RI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$l$>I't!W}2w*I $I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JfI3;wOw* Ask questions clearly. Your prospect will know why you are worth their time. In that common circumstance your successful sales scripts wont work. This is similar to the game the franchises play with selling contracts and we assure you it will have the same result! Buy now. hbbd``b`@ H0@bKn b'#RbF rU JANITORIAL APPOINTMENT SETTING: ADOPT JANITORIAL APPOINTMENT SETTING TO UP YOUR GAME: Appointment setting will help you in the following ways: TO CREATE TRUST TO KNOW YOUR IDEAL CLIENT REVEALS ORGANISED PROCESS OF ADVERTISING 4. Even when you follow this process to create a solid initial phone script, it will change. Kevin Yeah Im calling to get some information on your cleaning services. WebCold Calling Scripts for Your Cleaning Business | Janitorial Training and Resources for cleaning companies Cold Calling Scripts for Your Cleaning Business home Sales & 39 0 obj <>stream Turning results into revenue! WebBy showing your companys value and explaining your appointment process, you can help to overcome any objections before they even come up, but if the caller still does show a sort of objection such as scheduling issues or wanting to call back, the call handler must be prepared for those, too. Without writing anything down? WebSample commercial cleaning cold calling script. w}2AI$ RI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$l$>I't!W}2w*I $I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JfI3;wOw* This is Barbara speaking, how can I help you? Stack em high, make em fly. Without the rest of the process, your telephone scripts are worth nothing. The sales script example above is very soft. Janitorial Appointment Setting Find out what you get with membership here. Contact list if based upon our standard factors of SIC codes, number of employees, and geographical factors. Those who believe there are magic telephone scripts floating about which, if captured and repeated, could turn on a faucet of sales appointments and qualified opportunities that would result in untold sales commissions and new accounts are walking among the clueless with a stack of phone scripts that are not making the difference. We help companies to implement sales strategies that generate leads, set more sales appointments and increase return on money invested to produce new accounts. WebAppointment Setting Campaign The goal of an appointment-setting campaign is to schedule a meeting with a potential customer. If the prospect meets any of the following criteria then it is qualified as a valid lead and passed down to "you" the customer. Communicate what they will benefit from. Dont let it be you. If you try to write a phone script and dont grasp the above, your sales script will be weak. It is a bit softer script structure than telling someone you want to meet to try to sell them something. Janitorial Appointment Setting Services Expect to modify your sales script 6 times before it reaches final form. Your target decides within the first 3 to 5 seconds whether they want to listen to you a bit longer. What are Best Practices for Our janitorial appointment setting script has been tried and tested as we have booked more than 1.5K+ appointments successfully for various janitorial services all these years of operation. It involves step-by-step communication guidelines and statements that you can leverage to trigger the interest of your prospect in listening to your offer and asking for more info. Build Rapport Over the Phone with Your Caller w}2AI$ RI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$l$>I't!W}2w*I $I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JfI3;wOw* You wont deliver it with confidence, you wont have a sales script that works and you will constantly try to deviate from it. 2. WebBest Office Cleaning in Santa Clarita, CA - Best SCV Cleaning, The Cleaning GouRou, Elis Cleaning Service, Iris Cleaning Services, Mr and Mrs Clean Up, Cleaning The Professional Way, Knudtson Building Maintenance, House Cleaning Services, Maids At Your Service, Ems Cleaning Systems 0 Janitorial Appointment Setting Services there are reasons why good sales scripts tend to work and lousy phone scripts predict a macaroni and cheese diet. How to Build Rapport #1: Use Their Name. WebA Sample Telemarketing Pitch Script for Setting Sales Appointments: This is Scott Channell from breakaway growth strategies. And the Roadmap to Hiring Success is helping cleaning companies improve their employee turnover rates! Successful sales scripts do this with clarity and repeatedly. endstream endobj startxref Personalization is one of the best practices for inbound phone handling. Appointment Cold calling or telemarketing can be one of the best marketing strategies for commercial accounts in janitorial, commercial carpet cleaning and general cleaning. Again, there is room for phone script variations based upon individual strengths and business objectives. The important part is to introduce yourself and your business and not try to sell anything in the initial phone introduction. Would you have any time in the next week or two?, This is Scott Channell from Breakaway Growth Strategies., Get to the point. (The following is a brief excerpt from 7 Steps to Sales Scripts for B2B Appointment Setting by Scott Channell. It is normal and expected for a telephone script that works to be massaged and modified about 6 times before you determine you have it right. Our outbound calling campaigns include: Scripting and program outline to define your janitorial campaign and provide optimal results. Janitorial Appointments 31 0 obj <>/Filter/FlateDecode/ID[<550AA1F41DE36A344EE2FA5055B6CA19>]/Index[22 18]/Info 21 0 R/Length 63/Prev 83919/Root 23 0 R/Size 40/Type/XRef/W[1 2 1]>>stream Be different. w}2AI$ RI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$l$>I't!W}2w*I $I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JfI3;wOw* Plqme}a;jl=13 lu755;-e{T^w Your business priorities. Barbara Sure, Id be happy to help you. w}2AI$ RI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$l$>I't!W}2w*I $I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JfI3;wOw* WebOur team of 60 skilled appointment setters are highly effective at generating face to face sales appointments for a variety of service-based businesses across America and Canada. Sales prospecting on the phone and using sales scripts does not have to turn you into a robot. To, [Mention the name of the Recipient], [Mention the address], Sub: An Appointment Letter for the Role of Janitor. Commercial Cleaning Cold Calling Script JANITORIAL APPOINTMENT SETTING: ADOPT JANITORIAL APPOINTMENT SETTING TO UP YOUR GAME: Appointment setting will help you in the following ways: TO CREATE TRUST TO KNOW YOUR IDEAL CLIENT REVEALS ORGANISED PROCESS OF ADVERTISING 4. Preparation. You wouldnt be working never mind using sales scripts. Can you tell me what youre looking for? %%EOF Plus, the skill sets of callers dont typically allow for flexibility with sales scripts templates. Keep up on the always evolving janitorial industry and latest technology. It is the similarities. The sales script format and qualifying questions appropriate to best meet your sales, revenue and profit goals are determined after considering your revenue goals, gross margins, cost of inquiry, cost of sale and the length of your sales cycle. You immediately allow yourself to be lumped in with all those other uneducated salespeople who have preceded you, using poorly structured telephone scripts that wasted your prospects time with immediately obvious manipulative sales techniques. Join Pro Membership Here WebAppointment Setting Campaign The goal of an appointment-setting campaign is to schedule a meeting with a potential customer. Tell them up front that you will be thrilled if down the road they think of you. Another game played by lead generation services that sets us apart is the recycling of appointments to 3 or more clients (you). Rest assured that the money your saving on the appointments you'll be spending in wasted time, energy and gas driving all over your service area with nothing to show for it. Appointment Commercial Cleaning Cold Calling Script We help companies to implement sales strategies that generate leads, set more sales appointments and increase return on money invested to produce new accounts. w}2AI$ RI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$l$>I't!W}2w*I $I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JfI3;wOw* Good sales managers (you may be managing yourself) dont let a sales team call crap. One has nothing to do with the other. You choose words with less impact and squander time. You need a few ah ha moments during the phone script creation process as to: -Component parts of a sales script that sells. You must own the words to deliver your phone script with confidence and conviction. Different Types of Appointment Setting Scripts to Consider Being able to effectively communicate to potential clients over the phone can often make or break a business. We do not outsource ANY of our calling to other countries! Our customer service representatives will extend the same level of professionalism and care that The purpose is to ultimately generate more revenue and profits cost-effectively. People think 10 times faster than they can listen. Using these tips, you can make sure that your phone skills are top-notch for setting the appointment on that next inbound call. You could spend a lot of time and money meeting with prospects who wont buy or would be unprofitable to sell. Do you really think that you are so witty, your personality so enchanting, your Hal 9000 intellect so superior that you can process each situation second by second and magically pull out of the air just the right things to say that accomplish your business objective? Remember, you are trying to get a face-to-face meeting. Clearly communicating benefits should be one of your core sales scripting techniques. Appointment setting scripts Prospects flee from such salespeople using poor sales scripts templates. Script Franchisee to franchisee there can be variations in the setting sales appointment scripts that work. 1 Janitorial / Commercial Cleaning Appointment in the area of your choice, within the specifications.. 3Janitorial / Commercial Cleaning Appointments in the area of your choice, within the specific.. 5 Janitorial / Commercial Cleaning Appointments in the area of your choice, within the specification.. 10 Janitorial / Commercial Cleaning Appointments in the area of your choice, within the specificatio.. 15 Janitorial / Commercial Cleaning Appointments in the area of your choice, within the specificatio.. 20 Janitorial / Commercial Cleaning Appointments in the area of your choice, within the specificatio.. 30 Janitorial / Commercial Cleaning Appointments in the area of your choice, within the specificatio.. 40 Janitorial / Commercial Cleaning Appointments in the area of your choice, within the specificatio.. 50 Janitorial Appointments in the area of your choice, within the specifications and scope of work y.. Copyright The Janitorial Center, Inc. 1996. How to Build Rapport #1: Use Their Name. Janitorial appointment setting But over the phone, if you are clearly communicating value important to them and credibility it is bye-bye within seconds. w}2AI$ RI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$l$>I't!W}2w*I $I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JfI3;wOw* Janitorial Appointment Setting If you use telephone scripts like this you may (or may not) choose to ask some qualifying questions to screen out the no profit time wasters. Adobe d "")""""""),))))),222222;;;;;;;;;;;;;;; %%2%##%2;2.,,.2;;;;;;;;;;;;;;;;;;;;;;;;;;;;; y" ? Our unique approach and customized campaigning methods are just a few things that separate us from our competitors. It's misleading to all parties involved and almost always results in none of the bids provided being accepted by the prospect. Second, phone scripts that sell are specific to you and they emerge from a sales script creation process which enables you to truly own what you say. Appointment Setting Our customer service representatives will extend the same level of professionalism and care So yourfirst question is obvious, what is our idea of a qualified appointment? Get these and so much more when you join as a member. My Janitorial Services Script Find out what you get with membership here. Join Premium Membership Here. Three Reasons why a Good Sales Call Script Wont Save You. Whether you are setting an appointment, qualifying an opportunity, generating a lead, closing a sale, or building attendance to an event. All Rights Reserved. Alex Hi, this is Alex from Cleaning Spaces. Alex Hi, this is Alex from Cleaning Spaces. Cold Calling Scripts for Your Cleaning Business Office Cleaning in Santa Clarita, CA The business we are prospecting does not have a cleaning service and they are looking to hire one. You must work a total process to be consistently successful at sales prospecting. What are Best Practices for I$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%70? o~$? o~$9? * E%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$I%)$IJI$RI$M!.I $I)I$JRI$I$$I)I$Jn`3 ZI`3 ZI)^ r TU{9? *JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$4lg. They are not dealt with here. Preparation. If you are not very careful about which companies you choose to call, you could lose your shirt with such a sales script. This sales script example can be modified to fit your specific circumstances, but the core sales script template has proven effective for me again and again, in a variety of service and product industries. w}2AI$ RI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$l$>I't!W}2w*I $I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JRI$I$$I)I$JfI3;wOw*
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