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

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Qualifying the Buyer for Your Product or Service

The “Next Step” Script

Lead prospects step by step by step.

[Mr./Ms. Prospect], if you believed that your company would profit by using [your product/service] what would be your next step?

The “How Long to Approval?” Script

A trial close.

[Mr./Ms. Prospect], if you felt that using [your product/service] would save your company time and money, how long would it take you to get the purchase approval?

The “Can You Approve?” Script

Isolate the decision maker.

[Mr./Ms. Prospect], can I assume that if you like [your product/service] and our prices, you can approve the purchase?

The “Features and Benefits” Script

What features and benefits are you most interested in?

The “Other Products” Script

What ...

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