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

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Calls to Referrals

The “We’ve Worked For” Script

Say confidently:

Hello, [Mr./Ms. Referral]. [Name of referring source] suggested I call you. We’ve done quite a bit of work for [referring source]. [He/she] and [referring company] found our work helpful and thought we might be of service to you too.

The “Client of Mine” Script

Say assuredly:

[Mr./Ms. Referral], my special reason for calling on you today is at the suggestion of [your referring source], who has been a client of mine since [year]. [Your referring source] is really happy with the [ideas/programs] we’ve implemented especially for [him/her].

In [his/her] opinion, these [ideas/programs] helped increase [his/her] company’s [profitability/production/morale]. [Referring source] felt certain ...

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