Sales Scripts

Collection of well-thought out sales questions, responses to sales resistance, sales talk, and closing scripts at SALESPRACTICE.COM

GENERAL SCRIPTS
Opening Remarks
Secretaries/ Gatekeepers
Referrals
Permission to ask questions
Cold Calling Script!
Discussion Openers
Eliciting Feedback


SALES QUESTIONS
Serious Buyer/Seller
Wants / Needs
Budget
Buying Criteria
Advanced Commitment
Time and Urgency
Agenda
Decision Maker
Decision Making Process
Competition
Immediate Concerns
Buying Motive(s)
Expectations
Contingencies


SALES CLOSES
Assumptive Close
Summary Close
Alternate Choice Close
Indirect Close
Porch Light Close
Balance Sheet / Ben Franklin Close
Take Away Close
Authorization Close
Competition Close
Impending Event
Conditional Close
Doorknob Close
Reduce to the Ridiculous
Simply Ask - Direct Close
Trial Close
Puppy Dog Close
Yes-Set Close
Physical Action Close
Thermometer Close


SALES OBJECTIONS

Need
I'll give it some thought...
We're satisfied with what we have.
We have gotten along without if for years...
I'm not interested.
We already have enough.
We can do this ourselves.
We don't need anything right now.
We don't need any...
I can't see any reason to change.
I don't want an interview.
That's a good product for some companies, but we don't need it.
This is a lot to think about.
Nobody would use it.

Product/Service
We want to shop around.
We tried that before and it didn't work out.
This isn't for us.
I don't see any difference.
Do you offer a guarantee?
The contract term is too long.
It's too risky.
We only buy name brands.
We're going another direction.
Your product/service is not exactly what we are looking for.
You only offer one part for my solution, I also need ...
I need it sooner.
I don't like the ...
I'm not sure this is the best solution.
I can't see how we could implement it.
I don't like your products/services.
I can't see that working.
I'm not sure it will do the job.
We need better..
It's too much hassle.

Peers
I need to talk this over with...
Don't know how to tell my ...
My boss would have my head.
I'll need to run it by my ...
I want my attorney to look over the contract.
My superior has to approve this.
I'd be the laughing stalk of the ...
They will never go for this.

Provider
We're satisfied with our current ...
We're going with someone else.
We had a bad experience with your company.
I've never heard of your company.
We have a friend in the business.
We're interviewing several companies.
We've been using the same company for years.
We usually buy from another company.
I don't want anything to do with your company.
I don't want to change companies.
Why should I do business with your company?
How long has your company been in business?
We want someone in our industry.
I don't like your company.
You don't have what we need.
Your company is too far away.
Your company is too large.
Your company is too small.
Do you have references?
We have a contract already with your competitor.
We want to work with a more established company
We think your competitor's product/service is better.
We already have someone.
We've heard bad things...

Priority
We're not in a hurry.
I want to think about it.
Send me some literature.
I'm too busy...
Times are hard - Business is slow.
I don't have time to discuss this right now.
We're just looking.
I never make a decision without sleeping on it first.
We plan to wait until...
We're not ready to move ahead.
I'll let you know when I'm ready to buy.
I will buy later on but not today.
We are making changes right now; see me later.
We have more important issues to address first.
Call back in a few weeks.
This is not a priority for us.
We've got too much going on right now.

Price
I can get it for less.
We want a better price/ discount.
How much is it?
We're going to do it ourselves
We didn't want to spend that much.
Your out of line on price.
Your price is too high.
Not in the budget - We don't have the money for this - We can't afford it
Is the price negotiable?
You'll would have to give us better prices than we're currently getting.
It's too expensive.
I wouldn't pay that much money for...
-Jeff Blackwell