Tag Archive: sales scripts

Mar 09

Black Belt Selling–Closing with Confidence

My husband, Phillip, introduced me to Eric. When Deena challenged me with those four painful questions three years ago, I started reading books about sales. Two months into my quest, Phillip forwarded an email invitation for a free conference call about objection handling. I cleared my schedule to be on the call. Because he was …

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Jan 21

What Sales Masters do that You Might Not Be Doing

When I speak to an audience, I ask the question, “What do people think of when they think of a sales person?” Often the comments include, “pushy, liar, self-seeking.” Referring to telemarketers, someone will often say, “They don’t listen. It’s like they’re reading from a script.” Essentially, people feel that using a script lends to …

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Oct 27

Do You REALLY Need Sales Scripting?

Probably one of the most powerful tools we need to master sales, yet one people resist the most is sales scripting. Studies in the 1990’s revealed that sales masters had several characteristics in common. The ability to use language persuasively made the list. Some of those same studies revealed that even as good as these …

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