- 15 Seconds of Sheer Terror: Stage Fright
- Scripts Are Phony: Remember the Gettysburg Address?
- Let’s Get Real: Or, Let’s Not Play
- Shut Up Your Face: The Rules for Writing Initial Call Scripts
- Laying the Groundwork: How to Create Benefit Statements
- Voicemail Script for the Principal: This Is Your “Radio” Commercial
- Gatekeeper Script: They Have Connections
- Principal Script: Forget the Details – Principals Make Decisions
- Overcoming Call Reluctance: How Scripts Can Help
- Staying Motivated: Changing Lives
- Appendix A: Why Canned Scripts Should Stay in the Can
- Appendix B: Complaints That Cold Calls Don’t Work
The Blueprint for Cold Calling Scripts
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