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

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“We Don’t Want to Risk Changing.”

The “Three Things That Please You” Script

I appreciate that. That’s a real nice position for your present [supplier/vendor] to be in. I wonder if you’d share with me the three things that please you most about him/her].

The prospect’s answer, in effect, describes the benefits you need to top or acknowledge. Respond in this way:

Now, what are three things you’d like to see improved?

The prospect’s answer reveals the gaps you can fill. Respond in this way:

Yes. I can see why improving [the three weaknesses mentioned] would be important to you. Lots of problems develop when [the three weaknesses] are not addressed.

The “Is Ours Better?” Script

The question is, is our [product/service] so much better that you need ...

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