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Sales Scripts that Sell, Second Edition by Ph.D. Michael Gamble, Ph.D. Teri Gamble

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Scene 1. Why and How to Use Sales Scripts That Sell

Cast of Characters

The Sales StarYou
The ProspectYour Prospect

The Setting

All of the various places you sell, including the office, your prospect’s office, in the field, in restaurants, at conventions, in the car, on the golf course, at company functions.

The Time

Right now; the present.

STAGE DIRECTIONS

Throughout the book are stage directions for using many of the scripts. They are designed to help you incorporate the scripts into your own selling presentations.

Scenes from a Sale

John reaches for the phone; he decides to go for coffee instead. Susan sits steadfastly in her car, parked in front of the office of a potential client; she sits and she sits. Alex completes a product presentation, ...

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