Contents -- Prologue -- THE GROUNDWORK -- Why and How to Use Sales Scripts That Sell -- Globalizing Sales -- Technology, MEdia, and Sales -- Language Success Secrets -- ACTION! -- When Using Sensible Selling -- Cold Calls to New Customers -- Calls to Referrals -- Calls to Former Clients -- Effective Discussion Openers -- Getting By the Secretary -- "I'm Too Busy to Talk to You Right Now." -- "You're Wasting Your Time." -- "I'm Not Interested." -- "Send Me Literature," or "Send Me an E- Mail." -- Controlling the Sale -- Establishing Needs and Wants -- Qualifying the Buyer for Your Product or Service -- TACKLING ROADBLOCKS -- Countering Objections Positively -- "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 -- "We Want to Think It Over." -- "We Are Going to Wait Until the Next Quarter." -- "Business Is Really Slow Right Now." -- "We're Not Ready to Buy." -- "I Need to Share This With My Boss." -- WRAPPING IT UP! -- Closing Successfully -- Closes You Can Always Use -- Obtaining Referrals -- Asking for Referrals from Prospects Who Did Not Purchase from You -- Asking Customers for Referrals -- EPILOGUE -- INDEX OF SCRIPTS -- Casting Call for More Sales Scripts That Sell -- About the Authors.