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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. When Using Sensible Selling

The tide is going out. The shore is littered with empty shells and one or two beached whales. Where are you? Riding the wave of the future, or stuck in the sand? If you are stuck in the sand, it is time to take action to get unstuck. If, however, you are riding the wave of the future, then you are actively working to increase your share of sales. You’re actively working to find those prospects who can use what it is you have to sell. You’re actively working to locate prospects to whom you can tell your exciting sales story. You are actively working to stay afloat. Where does your buoyancy come from? It comes from people.

In sales, people are your business. If you’re stuck in the sand, you can’t go out and ...

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