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

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“It Sounds Risky.”

The “Assessment” Script

Say inquisitively:

May I ask what you’re basing that assessment on?

The “Compared” Script

Compared to what?

The “Riskier” Script

Turn it around; use emphasis.

It may be riskier for you not to use our [product/service]. What is the value you place on improved [productivity/performance/morale]?

The “Ever Glad?” Script

Ask curiously:

Were you ever glad you took a chance and won? This will be one of those days, too. Use the opportunity.

I would like to show you how a decision to go with our company is actually risk free.

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