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

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“You’re Wasting Your Time.”

The “Appreciate Thoughtfulness” Script

Thanking the prospect for showing concern is disarming.

I appreciate your thoughtfulness. I understand the value of time too. And that’s why I think it’s critical we get together for fifteen minutes. What I have to share with you could significantly affect your company’s profit and productivity. Could you free up fifteen minutes on [day] or is [another day] better?

The “Still Friends” Script

This script reduces prospect fear of being captured by a zealous sales representative.

Why don’t we agree to spend fifteen minutes together? If after investing that small amount of time, you don’t believe we have anything further to share with each other, we’ll end our discussion—still friends. ...

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