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

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“The Price Is Far Too High.”

The “Comparing” Script

Insist on specificity from your prospect.

What are you comparing our offering price to?

The “Consider Value” Script

The script begins with affirmation.

Price is an important consideration, isn’t it? Would you consider value equally important? Let me tell you about the value of our products.

The “Planning to Pay” Script

What price were you planning on paying?

The “Price Is Why” Script

Use this script to turn the prospect’s position around.

The price is exactly why you should use our [your product/service]. Your taste and concern for value are impeccable.

The “They Know” Script

Say, matter-of-factly:

Our competitor may know what their products are worth.

The “Easy to Swallow” Script

This script ...

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