Call Script
Value Point Intro
Value Points
cold call close
Sales takeaway
share pain points (use to make cold prospect to warm)
Pre-Qualify
product and company details
pain questions
Intro
Hello, [contact's name]. this is [your name] with [your company]. have i caught you in the middle of anything?
Great. the reason for my call is that we help [target buyer type of company/industry] to
value point 2
value point 3
value point 1
i don't know if those are areas that you want to improve and that is why i wanted to call you with a question or two.
if i could ask you real quick
pain question 1
pain question 2
pain question 3
current environment questions
how long have you been with them?
how is everything going?
what are some things that you think could be better?
what are some things you like about what they provide?
if you could change one thing about their product/service, what would it be?
when was the last time you considered other options in this area?
(Sizing Question) How many ... do you currently have?
are you the right person to discuss this area with?
when I talk with other [target buyer type], they often have challenges with:
pain point 1
pain point 2
pain point 3
are you concerned about any of those areas?
benefits
differentiation
we provide [Product name] and that includes
feature 2
feature 3
feature 1
our [product name] can help [target buyer type] to
value point 2
value point 3
value point 1
some ways that we differ from other options out there are
differentiation 1
differentiation 2
differentiation 3
impact of doing nothing
company bragging points
name drop
some things to be concerned about when not doing anything in this area are
pain point 1
pain point 2
pain point 3
other key details about us are
company fact 1
company fact 2
company fact 3
we worked with [customer name and helped them to [technical improvement]
we were able to do this by providing our [product name]
this ultimately helped them to [business improvement]
but i have called you out of the blue and i am not sure if this is the best time to discuss this.
are you interested in discussing this a little more?
are you available for a brief 15 - 20 mins meeting where i can share some example of how we have helped other [target buyer type] to
value point 1
value point 2
value point 3
or are you available to continue talking about this now?
Hi John, its stanly here from company X. I know you will be busy and so i'll be brief. how are you dealing with the challenge of finding high quality sales people right now that achieve targets consistently?
John, its stanly here from company X. we haven't spoken before and i have no doubt you have 100 thins to do right now but I wanted to discuss a challenge that other in your position were really keen to find a solution for.
If you can give me just 1 minute of your time, we can see if this is a challenge you are looking to solve as well. how does that sound?
good morning john. my name is stanly. i am working with inside sales director very similar to yourself and helping them solve the challenge of closing more leads. the impact on their business is extraordinary.
do you think your sales team could get better at closing deals?
John, My name's Stanly calling from Company X. I am calling to understand more about your company and your current situation.
I have been working with several inside sales directors who are very similar to yourself and helping them increase their prospect conversion rate by 27%. what impact would that sort of change have on your business?
john, stanly here from company X. you don't know me but before you put the phone down or tell me to bugger off, could i ask you one question?
it would make my day if you say yes
respond
OK
Not OK
move to value point
example
respond
example
no, i am fine
it depends. why are you calling?
yes, but I'm OK
what is this call in regards to?
yes, i am in the middle of something
i am busy right now
i am not available
oh OK, I can be very brief, or I can call you back at another time. Which do you prefer?
oh Ok, when is the best time for me to call you back?
pain points
great. the reason for my call is that we work [target buyer type] and help them to solve the challenges of
pain point 3
pain point 2
pain point 1
i don't know if you are concerned about any of those areas and that is why i wanted to call you with a question or two.
i don't know if we can help you in the same way or not and that is why i wanted to call you with a question or two.
i don't know if you are the right person for me to speak with or not.
who are you currently using today?
well, based on what you share, it might make sense for us to talk in more details because that is the type of thing that we help with
walk away
well, it sounds like you all are doing pretty good over there. it might not make much sense for use to talk.