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

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“Your Company Is New on the Block; You Have No Track Record.”

The “We Took the Best” Script

We are new. We are innovative. We are customer-oriented. We “stole shamelessly” from all the big companies. We applied lessons learned and we have designed a new [product/service] for you.

We have a lot to prove—a lot at stake, so believe me, we will be sure that all our clients judge us as the best.

We can’t afford to rest on our laurels or take any customer for granted.

The “New” Script

Ask for definition.

What do you consider new?

The “Count on Us” Script

Reversals work.

That’s the reason why you can count on us.

The “Initial Advantage” Script

Establish common bonds.

Every company was new at one time. Those who get on board early save money. Why not ...

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