Sales Scripts that Sell, Second Edition

“We Don’t Want to Risk Changing.”

The “Three Things That Please You” Script I appreciate that. That’s a real nice position for your present [supplier/vendor] to be in. I wonder if you’d share with me the three things that please you most about him/her]. The prospect’s answer, in effect, describes the benefits you need to top or acknowledge. Respond in this way: Now, what are three things you’d like to see improved? The prospect’s answer reveals the gaps you can fill. Respond in this way: Yes. I can see why improving [the three weaknesses mentioned] would be important to you. Lots of problems develop when [the three weaknesses] are not addressed. The “Is Ours Better?” Script The question is, is our [product/service] so much better that you need ...