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

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Asking Customers for Referrals

The “Names of Three” Script

Don’t be shy. Expect a positive response.

You probably know a number of people who could use our [your product/service]. What I’d appreciate is the names of just three of your business acquaintances whom I could call and say that you recommended that I meet with them.

The “Who Would You Call?” Script

Ask the customer to walk in your shoes.

I expect to have the opportunity to visit other people in the area. Maybe you can help me out. If you were me, who would you call on?

The “More Like You” Script

Compliments work here.

[Mr./Ms. Customer], I’d love to have more clients like you. Are there any folks you know who you believe would also benefit from using our [your product/service]?

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