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

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Scene 1. Countering Objections Positively

 Buyers Say the Price Is Too HighWhether They Really Believe It or Not.

How many times during your sales career have you said, “Wow, that was easy! My customers bought without raising an objection.” Not too often, probably. In fact, the amount of success you experience as a salesperson relates directly to your ability to handle and overcome buyer blocks or objections. If you are ill-equipped to respond to buyer objections effectively, the only sales you’ll make will be the “easy” ones, and those will be few and far between. You certainly won’t get rich selling to customers who need no convincing.

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