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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 Former Clients

The “In Charge” Script

Hello, [Mr./Ms. Former Client]. This is [your name] with [your company]. I am now in charge of this territory for my company. I understand that at one time you used our products. Is that correct?

Why did you change suppliers?

Wait for response.

We have made a number of improvements in our [your product/service] recently that I think would be of interest to you. When can we get together so I can share them with you?

The “Glad I Found You” Script

Hello, [Mr./Ms. Former Client]. I am so glad I found you in today. I know you are now using our competitor’s [product/service]. Is that correct?

Communicate that you are about to do the person a favor.

We have made some significant modifications in our product ...

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