Sales Scripts that Sell, Second Edition

“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 ...