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Call Scripts

The document outlines a structured approach for conducting discovery calls with prospects, focusing on understanding their supply chain situation, identifying problems, and discussing potential solutions. It includes specific scripts for engaging with prospects who already have a forwarder and for negotiating rates against cheaper options. The goal is to uncover dissatisfaction and highlight the value of the services offered.

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shouryaparikh2007
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5 views2 pages

Call Scripts

The document outlines a structured approach for conducting discovery calls with prospects, focusing on understanding their supply chain situation, identifying problems, and discussing potential solutions. It includes specific scripts for engaging with prospects who already have a forwarder and for negotiating rates against cheaper options. The goal is to uncover dissatisfaction and highlight the value of the services offered.

Uploaded by

shouryaparikh2007
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd

Script A — Full Discovery Call

For any qualified prospect (warm or cold)

1. Permission opener:

"Thanks for taking the time. Before I tell you anything about what we do — would it be okay if I asked
you a few questions first, just to understand your situation? That way I can tell you honestly if we're
even a fit."

2. Situation:

"Walk me through your supply chain setup — where are you sourcing from or shipping to, and how
often?"

"Are you working with a forwarder currently, or managing it directly?"

3. Problem:

"What's been the most inconsistent part of your freight experience — is it the rates changing
unexpectedly, delays, or communication from the forwarder?"

"Has that ever caused you a problem with your end customer?"

4. Solution gap:

"Have you pushed back on your current forwarder about any of this? What happened?"

"What made you actually get on this call today — was there a specific moment that made you think
something needs to change?"

5. Consequence:

"If the inconsistency in rates and timelines continues for another 6 months — how does that affect
your planning and your margins?"

"Is this something that's becoming a competitive disadvantage, or is it still manageable?"

6. Bridge to solution:

"Based on what you've shared, a couple of things stand out where I think we could actually make a
difference. Can I take 2 minutes to walk you through how we handle exactly this kind of situation?"

7. Soft close:

"Does it make sense to put together a quick lane analysis and cost comparison based on your actual
volumes? I can have something back to you within 48 hours — no commitment on your end."

Script B — When They Say "We already have a forwarder"

Don't fight it — question it

Response:

"Completely makes sense — most businesses do. Can I ask, how long have you been with them?"
[They answer]

"And in that time — has there ever been a shipment that went sideways and you felt like the
response wasn't fast enough, or the accountability wasn't there?"

Purpose: You're not attacking their forwarder. You're planting a seed of dissatisfaction that they
already have — you're just helping them surface it.

Script C — Rate Negotiation Call

When they're comparing you to a cheaper option

You say:

"Can I ask — is the cheaper rate from someone you've actually used before, or is it a new forwarder
quoting low to win your business?"

[Listen]

"I ask because in freight, the quote is rarely where the real cost sits. It's in the delays, the demurrage,
the documentation errors. If your current or alternative forwarder ever delivers a surprise charge —
how does that get handled?"

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