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

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Scene 2. Globalizing Sales

Globalization impacts selling. With this fact at the forefront of your mind, how do you respond to the following tried-and-true advice?

“Ask questions.”

“Think positive.”

“Get face-to-face with prospect.”

“Keep in contact.”

“Help your customer feel comfortable.”

“Earn your client’s trust.”

While these kinds of practical suggestions summarize well-known and accepted sales tactics, considering the kinds of changes we’re experiencing in today’s world, are they still useful given a multicultural sales context? The answer is, “Yes, but. . . .” Like all of us today, sales professionals live in a marketplace gone global, one that has been technologically revolutionized and now links sales reps physically, electronically, ...

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