Sales Scripts That Sell

192 Pages·2007·0.45 MB·English

by  Michael Gamble

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S A L E S
S C R I P T S
THAT $ E L L
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S A L E S
S C R I P T S
THAT $ E L L
SECOND EDITION
Teri Gamble, Ph.D.
Michael Gamble, Ph.D.
and
American Management Association
New York • Atlanta • Brussels • Chicago • Mexico City • San Francisco
Shanghai • Tokyo • Toronto • Washington,D.C.
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legal,accounting,or other professional service.If legal advice or
other expert assistance is required,the services of a competent
professional person should be sought.
The quote on page 163 is from DEATH OF A SALESMAN by Arthur
Miller.Copyright 1949,renewed © 1977 by Arthur Miller.Used by
permission of Viking Penguin,a division of Penguin Books USA Inc.
Library of Congress Cataloging-in-Publication Data
Gamble,Teri Kwal.
Sales scripts that sell! / Teri Gamble and Michael Gamble.—
2nd ed.
Includes bibliographical references and index.
ISBN-13 978-0-8144-7421-1
ISBN-10:0-8144-7421-7
1.Selling. I.Gamble,Michael. II.Title.
HF5438.25.G355 2007
658.85—dc22 2007020032
© 2007 Teri Gamble and Michael Gamble.
All rights reserved.
Printed in the United States of America.
This publication may not be reproduced,stored in a retrieval
system,or transmitted in whole or in part,in any form or by
any means,electronic,mechanical,photocopying,recording,
or otherwise,without the prior written permission of AMACOM,
a division of American Management Association,
1601 Broadway,New York,NY 10019.
Printing number
10 9 8 7 6 5 4 3 2 1
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Contents
Prologue vii
Act I
The Groundwork
Scene 1: Why and How to Use Sales Scripts That Sell 3
Scene 2: Globalizing Sales 7
Scene 3: Technology,MEdia,and Sales 19
Scene 4: Language Success Secrets 25
Act II
Action!
Scene 1: When Using Sensible Selling 37
Scripts to Prospect With 43
Scene 2: Controlling the Sale 69
Scripts That Help Control the Sale 75
Act III
Tackling Roadblocks
Scene 1: Countering Objections Positively 81
Scripts for Overcoming Objections 85
Scene 2: Handling Stalls 121
Scripts for Handling Stalls 125
v
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vi Contents
Act IV
Wrapping It Up!
Scene 1: Closing Successfully 143
Scripts That Let You Close Successfully 147
Scene 2: Obtaining Referrals 153
Scripts That Get You Referrals 157
Epilogue 161
Index of Scripts 165
Casting Call for More Sales Scripts That Sell 179
About the Authors 181
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Prologue
Sales Scripts That Sell!is designed to give you a real selling advantage over
your competition.Whether you are a beginning or seasoned sales profes-
sional,this book provides you with the words and tips you need to pow-
ertalk your way to success.As an added benefit,it will help you increase
your market penetration and earn more money.No longer will you be de-
terred by rejection,turndowns,stalls,or maybes.Suddenly,at your fingertips
and on the tip of your tongue,you will have scripts you can use to prospect,
make appointments,control the sale,overcome objections,handle stalls,
close sales,and get referrals.
Besides helping you avoid costly sales blunders,Sales Scripts that Sell!
ensures that the language you use is on target,positive,and effective.Con-
taining a multitude of solutions to the selling problems that salesforce
members face and hear each day,this book is simply the most practical,pro-
fessional resource available to today’s sales community.
When this manual is used properly,you will have access to effective
scripts that elicit new business,identify customer needs,overcome stalls and
barriers,and answer objections that get in the way of closing.And it does so
in an appealing and easy-to-learn format.
vii
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viii Prologue
If you are a sales professional,you need these scripts simply because
you need answers,and when you need answers,you need them right away.
You do not need answers buried in a CD or DVD program or in the pages of
a purely motivational sales book,or hidden with your notes from the last
sales seminar you attended;you need them where you can find them.These
scripts put all those important answers at your fingertips and on the tip of
your tongue—where they belong.
Of course,this work was not created in a vacuum.We would like to of-
fer sincere thanks to the following people who served on our advisory panel
of professionals:
We also offer special thanks to our editors at AMACOM,including Christina
Parisi,Mike Sivilli,and Bernice Pettinato.
In addition,we owe a very special debt of gratitude to our kids:Matthew
Gamble,Ph.D.,and Lindsay Michele,MBA,who through the years taught us
more about selling and persuasion than we could imagine.
Teri Kwal Gamble,Ph.D.
Michael W.Gamble,Ph.D.
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S A L E S
S C R I P T S
THAT $ E L L