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