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Sales Scripts That Sell / Edition 2
     

Sales Scripts That Sell / Edition 2

by Michael Gamble
 

ISBN-10: 0814474217

ISBN-13: 9780814474211

Pub. Date: 09/26/2007

Publisher: AMACOM

Whatever the scenario, effective salespeople know how to immediately establish customer rapport, build trust and self-confidence, overcome resistance and objections -- and win sales. Completely updated with all new material, Sales Scripts That Sell puts the most powerful selling scripts at readers’ fingertips, providing

Overview

Whatever the scenario, effective salespeople know how to immediately establish customer rapport, build trust and self-confidence, overcome resistance and objections -- and win sales. Completely updated with all new material, Sales Scripts That Sell puts the most powerful selling scripts at readers’ fingertips, providing solutions for a wide range of sales situations.

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.

Complete with new scripts for e-mail and voicemail, this go-anywhere, easy-reference guide ensures that the language salespeople use is positive, effective, and on target. The book contains motivational introductions, warm-up exercises, memory joggers, and even "stage directions," with instructions on use and delivery. Proven, practical, and all new, this is a must-have book for sales professionals everywhere.

Product Details

ISBN-13:
9780814474211
Publisher:
AMACOM
Publication date:
09/26/2007
Edition description:
Second Edition
Pages:
192
Product dimensions:
5.80(w) x 8.90(h) x 0.60(d)
Age Range:
18 Years

Related Subjects

Table of Contents

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

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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