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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 Too Large/Small.”

The “Volume Keeps Costs Down” Script

Acknowledge the prospect’s position.

Yes, we are a large company, and you’ll benefit directly from our sales volume, which lets us keep costs down. Keeping costs down is important to you, isn’t it?

The “We’ve Grown It” Script

Yes, our company is large, and we’ve grown it one service-oriented person at a time. In fact, we pride ourselves on the personal attention we give each of our customers.

Personal attention is important to you, isn’t it?

The “Attention to Your Needs” Script

Yes, and that’s a direct benefit to you. Our size permits us to pay careful attention to your needs at the same time that it lets us give you unparalleled personal service. Real personal service ...

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