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

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“We Want to Think It Over.”

The “Great” Script

This is a fun response!

Great! What do we need to think about?

The “Phone Call” Script

This gives prospects a little breathing room.

Fine. I’ll just make a phone call while you folks talk it over, and then I’ll be right back to answer any question you may have.

The “Have a Reason” Script

Cut to the heart of the problem.

You must have a reason for saying that. I’d like to know what it is.

The “Small Decision” Script

Put things in perspective.

This is a relatively small decision for you, isn’t it? Why not just make your decision now and get on to other things? I will then be able to handle this project for you.

The “More Time” Script

Why do you need to invest even more time in making this decision? ...

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