O'Reilly logo

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

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

“We Are Going to Wait Until the Next Quarter.”

The “Firm Order” Script

The assumptive close often works.

Then your order is firm. Great! Let’s fill out the paperwork, and we will ship on the first day of the next quarter.

The “Delay Billing” Script

Make a concession.

I have an even better idea. Why don’t we ship today and delay the billing until the first of the next quarter? That way you can start getting the benefit of our [product/service] right away.

The “Why Delay?” Script

Say with astonishment:

Why would you want to delay an important decision like this one?

Let’s get things rolling today!

The “Timing Is Important” Script

I understand. Timing can be important. Why do you want to buy then and not now?

The “Put Off?” Script

Why put off ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required