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

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“We Have Decided Not to Buy the Product/Service from You.”

The “Why?” Script

May I ask why?

The “What Changed?” Script

What changed your mind?

The “Still Time to Change” Script

Who did you decide to go with?

Wait for an answer.

They are a good company, but, of course, we feel we are better because [your company’s benefit].

I’m sure that there is still time to change your mind, isn’t there?

The “Where Did I Go Wrong?” Script

Ask for feedback.

What caused you to make that decision? Obviously, I failed to get my message across. Could you share with me where I went wrong?

The “No Longer Concerned” Script

Remind the prospect of worthy objectives. Create pain.

Are you no longer concerned with [improving productivity/enhancing morale/increasing profits ...

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