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

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“We Feel We Must Be Loyal to Our Current Supplier.”

The “Respect Loyalty” Script

Get things in proper perspective.

I respect your sense of loyalty to my competitor. I believe in loyalty as well. I think that your first loyalty should be to the well-being of your own company, don’t you?

The “If Ours Is Better” Script

Boil it down.

If I can show you that our [product/service] is better for your company than the one you are currently using, you would consider changing, or at least sampling ours, wouldn’t you?

The “Worth the Change?” Script

Make it hard to say no.

Would it be worth the change in loyalty for a [cost reduction/increase in morale/increase in productivity]?

The “Times Change” Script

Encourage the prospect to take a fresh look.

Times ...

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