In this edition of outbound sales call script examples, we share the recording of a cold call from a salesperson selling business insurance.

 

TLDR

  • Cold call from a salesperson selling business insurance.
  • The salesperson has the gift of gab, but this is an example of how that alone is not enough.
  • His value proposition could have been clearer and more concise.
  • The salesperson focused solely on cost savings, potentially missing opportunities.
  • The salesperson could have asked better questions to learn what the prospect is doing and what the prospect has today.

 

Charming Personality is Sometimes Not Enough

The nice thing about listening to outbound sales call script examples is that you get to hear a lot of different personalities and selling styles. The salesperson on this cold call was charming, sounded confident, and definitely had the gift of gab. Most sales managers would probably listen to this call and think the salesperson did a great job, and there isn’t much to change.

Even though the salesperson was extremely personable, his overall approach was not strong. This is a great example of how the gift of gab alone is not enough to be great at sales. It can help, but if the overall approach and strategy are off, there will be missed opportunities.

 

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Value Proposition Could Have Been Better

This salesperson opened the call with his value proposition by saying:

We are helping founders like yourself solve one of two problems. The first one being the industry we deal with, that’s like watching paint dry its a bit boring, its 12% of the American economy. Very slow and resistant to change. Secondly, we are using modern technology to reduce your investment by 30, sometimes up to 40%.

Not only is it a bit unclear what he was talking about, but he is actually using more words than he needs to at this point in the cold call. It is great that he opened by sharing his value proposition. But sometimes less is more, especially when sharing your value proposition at the beginning of a cold call.

At the beginning of a cold call, time and attention are very precious. When sharing your value proposition at the beginning of your outbound sales call script examples, be clear and concise. Staying with his theme of cost savings, a tighter and better value prop might be:

We help businesses reduce their business insurance spend by as much as 40%.

 

He Only Focused on Cost Savings

The salesperson on this cold call focused primarily on selling his ability to deliver cost savings. His value proposition focused on reducing costs by up to 40%, and his questions and close focused on whether the prospect was motivated to reduce costs.

How would you feel if I told you if you were overpaying by at least 30%?

Talking about decreasing costs can be an effective way to get someone’s attention and set appointments when selling insurance. But that does not work for every prospect. For example, someone who does not currently have insurance, or the product being sold. With that in mind, focusing solely on cost savings could lead to missed opportunities.

 

He Could Have Asked Better Questions

Most outbound sales call script examples can be easily fixed by improving the questions asked. And this is definitely one of those calls. Here are the two main questions he asked:

  • Did you guys go through a broker?
  • How would you feel if I told you if you were overpaying by at least 30%?

This salesperson could improve his overall approach by first learning what the prospect currently has in place for coverage and what is happening on their end. Here are some examples of current state questions he could start out the cold call with:

  • Do you have business insurance for IT risks?
  • Do you have coverage for cyberattacks?
  • Do you have coverage for data breaches?
  • Do you have coverage for AI-related issues?
  • Do you have coverage for software or service failures?
  • Does your business process credit cards?
  • Do you store and retain customer or employee data?
  • Have you ever had a cyberattack?
  • Have you ever had a data breach?

After learning about what the prospect currently has or is doing today, he can transition to or mix in pain questions.

  • How concerned are you about the costs from a cyberattack?
  • How do you feel about the coverage you have for IT risks?
  • How much would a cyberattack impact your business?
  • How concerned are you about legal exposure from software or service failures?
  • Are you aware of some of the risks that come with AI?

Small changes like this can greatly improve most outbound sales call script examples.