Effective Call Script for Sales Success
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ScribdTranslationsEffective Call Script for Sales Success
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CALL
CALL PLAN - Get ready for the calls! :)
PURPOSE OF THE CONNECTION:
Your goal is to sell a dream, it's not about selling, but rather:
assist the client in building a solution vision;
create a link between your product and service and the customer's need for a solution
prospected.
Proceed to a meeting
Qualify if the prospect is an opportunity
Qualify whether the contact is a decision-maker and has the authority to purchase.
PRACTICAL RULES:
This call should never last more than 15 minutes;
Energy in the voice
● Position yourself as a specialist
Ask intelligent questions;
Build authority, rapport, and trust;
Create urgency and scarcity
This script can be used both as a first interaction and as a follow-up for leads.
what they responded to a cold mailing (prospecting email).
Do the homework first.
Research the company, about the contact person, analyze the contact's LinkedIn and
try to find:
● Personal connections (Create rapport - Click here to find out what rapport is);
● Hypothesis of problems that this company may be facing; ● List them
main challenges that your contact is facing;
● List clients and cases from the same segment that your company has already served.
PART 1: INTRODUCTION - Presentation and Connection
Introduce yourself slowly;
Convey enthusiasm and tranquility;
Add value as quickly as possible.
Example:
Hello, this is {Your Name} from {Your Company Name}. How are you?
(Pause for response)
I sent you an email about… Did you get to see it?
(Pause for response)
(Not)
(Sim)
All right! We are (talking about the company
Cool! We are (talk about the company
briefly).... We have been helping some companies from
briefly).... We have helped some companies
branch {prospect segment} to {Benefit that your
in the sector {prospect segment} to {Benefit that
solution provides (reduce, increase, decrease
your solution provides (reduce, increase,
risks)}. We have already helped {Company case1} and {Company
reduce risks)}. We have already helped {Company case1} and
case2} to generate a savings (change for the benefit
{Company case2} generating savings (change
that makes sense) of more than XX% in the last year.
for the benefit that makes sense) of more than XX%
in the last year.
I was looking at {Connection point (Linkedin, Site
from the company, news in the media} was telling me
I was looking at {Connection point (Linkedin, Site
asking how you are dealing with this
from the company, News in the media} was getting me
challenge.
asking how you are dealing with this
challenge.
PART 2: Qualification of the prospect
Analyze if the company fits the ideal customer profileLearn more here)
There is interest, but is he ready to act?
Are you dealing with the person who has decision-making power or influence?
Is there a real interest in moving to the next step?
Example:
Your challenge is very interesting. To find out if we can help your company, I
I needed to confirm a few points, I promise to be very brief.
Ask qualification questions (Defined in your qualification process)
Is it necessary to involve someone else for the hiring of our solution? Do you take the
decision alone?
If the prospect is qualified, proceed to needs investigation.
If it is not, close the door with the phrase:
Entendo que no momento não somos a melhor solução para sua empresa. Vou enviar um
Email me with my contacts and we will talk again later.
Mark the lead as lost in your CRM indicating that it did not have a fit with your
solution.
PART 3: Needs Investigation
Once the phone conversation with the prospect has started, the discussion should focus on
client's business and not in selling the solution.
Before discussing the problem and challenges he faces, ask the client -
using open-ended questions about how his business operates; what is it like
structured, how long the area has existed, etc.
These are some examples of questions that should be adapted for your
business.
The main objective is to let the client talk about their business.
If after all the conversation it is still not clear what the biggest pain is, ask.
directly: What is your main pain?
Example:
How is your department/team in {area that your company helps} structured?
How is your ________ process organized?
What system of _________ is your company using?
How long has it been?
What challenges are you currently facing? (ask: "what else?" after)
of each response).
Have you ever tried to solve this scenario?
Where does the challenge you described fit in your priority list?
Why did you hire the current system? Who made that decision?
What is the chance of this happening (purchase / project / replacement) still this year?
/ semester / month).
What would motivate you to do this now?
PART 4: DEFINE THE NEXT STEPS
● Never leave a meeting without a scheduled next step
● Create maturity for the Sales Rep (When the call is made by an SDR)
Document everything by email
Send an invitation
● Register in the CRM
I was able to get a complete view of your company and its challenges.
As you told me, it is a priority for you to ____________(Resolve,
Increase, Gain more credibility), right? I would like to schedule a meeting
get in touch with our specialist in {market / sector / need} and see how
we can evolve in the solution to your challenge
Can we do it tomorrow at _____ o'clock? (if not) What would be the best day?
Perfect, I am sending you an invitation now, and also, a summary of everything that
we talked.
PART 5: DOCUMENTS & FUP (Follow Up)
Send invitation on Google Calendar/Outlook;
Send a reminder email recapping the conversation;
Document your notes in Pipedrive;
Pass the baton to the account executive
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