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

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“I Need to Share This With My Boss.”

The “Introduce the Boss” Script

Take control.

Great! Why don’t you just introduce [him/her] to me, and let me do the work? That’s what I’m paid to do.

The “Small Item” Script

Hard sell. Be careful.

Are you sure that you really want to bother your superior with such a small item? Shouldn’t we just get things started?

The “Talk About” Script

What do you need to talk to [him/her] about?

The “We’ll Talk” Script

That’s a great deal! When can we talk to [him/her]? Is [he/she] available right now?

The “Is Boss Involved?” Script

Who else is part of the decision-making process? Is your boss involved in all purchase decisions?

If the prospect’s answer is yes, continue in this way:

Let’s set up a time for us to get ...

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