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

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Establishing Needs and Wants

The “Learn Needs” Script

Say eagerly, with real enthusiasm:

I’d love to learn more about your company’s needs. Could you tell me how you evaluated the [name of product/service] you’re using now?

The “Key Question” Script

Be sincere; let them know you care.

I want to help you. Before I can do that, I need to ask you a key question. If you could invent a product or service to solve all of your company’s problems, what would it do?

The “Decide to Buy” Script

How did you decide to buy your last product or service? What do you like best about the product or service you are now using?

The “Major Benefits Are” Script

Know the benefits.

The major benefits this [your product/service] delivers are [benefits one, two, three ...

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