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

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“Business Is Really Slow Right Now.”

The “Prioritize” Script

Put the pressure on.

I understand. You must prioritize your purchases right now. Let me show you why our [product/service] must be at the top of your list in order for you to compete successfully in the difficult times that lie ahead.

The “Testimony” Script

Let the failure of others work for you, but be careful. This can be perceived as threatening.

Let me tell you a story about one of our customers who cut out our [product/service] when the going got rough. [He/she] is no longer in the business, whereas [his/her] competition prospered.

The “Cut Back” Script

Maybe you should cut back on the size of the order. Do you really want to eliminate our [product/service] completely?

The “Starving” ...

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