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

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“I Need to Check Out Your Competitors.”

The “Their Specifications” Script

Come prepared!

That’s no problem. I have their specifications right here. What do you need to know to make this decision?

The “Why Concerned?” Script

Probe for the real objection.

Why? What is it that concerns you?

The “What Could Prevent?” Script

Ask for feedback.

Is there anything that I’ve shared with you that could prevent you from giving us the opportunity to serve you?

The “Compare Competitors” Script

Diffuse the argument and generate trust with the prospect.

That’s good. What criteria will you be using when you do that? Please share with me which competitors you are considering. I can help you compare the features and benefits of their [products/services] with ...

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