Sales Call Script CONCEPT
(This document will be updated as I get more experienced with questions, structure and tips)
Tips for the call
Always think in English while speaking and don’t use word for word scripts, use contextual scripts and try to
sound and to think native.
Before every call set a clear goal that you want to achieve with this meeting. Always have a strong WHY?
Before every call I need to do a Research for the person that is on the call, this needs to be a detailed
information about them that will be valuable to know and go on the call with that knowledge. I must here
think out of the box.
Always ask open ended questions to let the prospect think deeply. After that act like expert or like a teacher to
them.
When the prospect answers a question always dig deeper and use questions from the category DIG DEEPER.
When you face objections, accept them and reframe them with questions to the prospect, always stay calm
don’t panic and don’t be defensive, let them logically value what we are saying. Use Objection Reframe
Questions.
Always present solutions and outcomes to the prospect, present how is a firsthand experience working with me
and what results can I generate in his situation.
Use a Worst and Best case scenario presentation if its needed in some cases.
If it’s a first call with the prospect use the basic structure and the CLOSER framework, understand its needs and
always have a strong call to action. If it’s a second or a third call with the client use a different strategy but
stick to the core principles of CLOSER framework.
Preparation for the call should be done on a small note pages and separated in three groups:
Call Structure – this is the structure and the exact questions that I want to ask to the prospect on the
call based on the researched information and the outcome I want to achieve.
Questions document – use this document and when the conversation goes in a certain way use the
appropriate question or sentence in order to achieve the goal of the meeting or to close the deal.
Topics to talk about and give insights – this are topics that I need to cover during the call based on the
previous research for the prospect. After the prospects answers some of my questions I need to give
knowledge and insights and act as an expert.
Call Structure
1. Greeting
2. Warm Opener - Say something that you researched about them or ask a friendly question.
3. Setting the Agenda – Say the expectations for the call
4. C – Clarify why they are here in the call
5. L – Label the problem they are facing (They are at A want to get to B)
6. O – Overview the pain
7. S – Sell the vacation (not details)
8. E – Explain Away any concerns
9. R – Reinforce the decision
10. Call to action (MUST HAVE)
Clarify questions
1. To help me understand where you’re coming from — what made you open to taking this call today?
2. Can you tell me a bit more about your business? What’s working well and what isn’t right now?
3. And if we zoom out a bit — what would you say your bigger goals are for the next 6–12 months?
Maybe in terms of revenue, client numbers, or freeing up your own time?
Overview Questions
1. What held you in the past to not solve this problem? How did you handle it on day to day or month to
month basis? Have you tried anything in the past to fix this? Maybe agencies, human setters, ads, or
other methods?
2. And let me ask you this — if this problem isn’t solved in the next 3–6 months, what kind of impact
would that have on your business?
3. How much do you think that this is costing you on a monthly basis? Do you think that you are losing
opportunities right now?
4. What does your client acquisition look like? Is there a lot of manual work getting to those people?
5. What are your priorities right now? What would an ideal solution look like for you?
6. Can you walk me through your current process of lead generation and when you think about it — what
do you feel is missing the most from your current approach? Is it volume, quality of leads, consistency,
or something else?
DIG DEEPER
What do you mean by that? (summarize what they are saying)
What made you to do this decision in the past?
Give me an example what do you mean by that?
Objections and Questions
I need to think about it.
Great, a lot of people actually need to think about offer like this. What part do you need to actually
think about?
So where are you from 1 to 10, 1 is you don’t want to work with us even if we give this to you for free,
and 10 is you are ready to roll right from tomorrow? Where are you right now? What I need to do to
get you to 10?
Price too High
So what is the reason that you want this to be done cheaper?
What is more important to you, to get the cheapest price or to get XYZ Results?