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

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“We Can Buy It for Less Money Elsewhere.”

The “Price and Value” Script

Isolate and substitute.

Is price your most important consideration? Most business people consider value equally important. Would you agree with that assessment? Let me share why [your product/service] offers the best value.

The “Their Worth” Script

Exercise caution here.

If our competitors charge less, what does that tell you about the real worth of what they’re selling?

The “Imitations Versus Original” Script

I see. You can buy many imitations for less than you’d pay for an original. What you need to consider, however, is whether the results you’ll achieve will also be poor imitations of what might otherwise have been valuable benefits. That does concern you at least somewhat, ...

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