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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. Controlling the Sale

Sales Professionals Control Buyers, They Don’t Just Visit With Them.  If You’re Visiting Your Buyers, You Are Taking a Selling Vacation.

Right now, you could probably name a number of things you’d like to do differently when working with buyers. Some of these changes, if you actually followed through on them, might well mean the difference between your earning $30,000 per year and $300,000 per year! The point is that if you change the way you work with buyers, if you take steps to control the sale, you also take steps toward earning more money.

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