Book description
Sales Scripts That Sell
An all-in-one training manual for every level of experience, the book is arranged by selling activity, including:
Prospecting
Controlling the sale
Countering objections
Handling stalls
Closing
Getting referrals.
Table of contents
- Copyright
- Prologue
- The Groundwork
- Action!
-
Tackling Roadblocks
- Countering Objections Positively
-
Scripts for Overcoming Objections
- “The Price Is Far Too High.”
- “I Need to Check Out Your Competitors.”
- “We Have Decided Not to Buy the Product/Service from You.”
- “Times Are Tough.”
- “We Feel We Must Be Loyal to Our Current Supplier.”
- “We Use Another Company’s Product/Service and Do Not Need You at this Time.”
- “We Don’t Want to Risk Changing.”
- “Your Company Is Too Large/Small.”
- “We Can Buy It for Less Money Elsewhere.”
- “We Tried That Before and It Didn’t Work.”
- “It Sounds Risky.”
- “Your Company Is New on the Block; You Have No Track Record.”
- Handling Stalls
- Scripts for Handling Stalls
- Wrapping It Up!
- Epilogue
- Index of Scripts
- Casting Call for More Sales Scripts That Sell
- About the Authors
Product information
- Title: Sales Scripts that Sell, Second Edition
- Author(s):
- Release date: August 2007
- Publisher(s): AMACOM
- ISBN: 9780814474211
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