This is one of our sales script examples with a salesperson who is cold calling to sell a software product. We created this sales script after analyzing and reviewing a cold call from a salesperson, and you can listen to the cold call and full analysis here –
Background of this sales script example
The software she is selling is a SaaS application that helps businesses to manage their PowerPoint content. Even though that is a fairly niche and unique software product, we can still learn from and copy the sales script and apply it to other products, whether software or anything else as well.
Step 1 – The cold call introduction
In our sales script examples, we like to replace the “How are you doing today?” question with a question to confirm availability. Here is what that can look like:
Hi Tom, this is Michael Halper calling from Slide Deck Pros. Did I catch you in the middle of anything?
Step 2 – Share your value proposition
After confirming the prospect is available, you can share your value proposition by saying something like:
The reason for the call is that we help marketing departments to:
- Decrease time spent creating presentations
- Ensure the latest and most up-to-date information is being used
- Manage and maintain corporate branding guidelines
Step 3 – Use a sales takeaway
A nice touch for your sales script is to use a sales takeaway after sharing your value proposition. This can help to decrease the prospect’s guardedness and improve your ability to open and establish cold calls. This is what the sales takeaway might look like:
I don’t know if you are a fit with what we do or not.
Step 4 – Ask targeted questions
After the sales takeaway, transition your sales script to focus on the prospect, which is very easy to do by asking questions. We break questions into two categories: 1) pain questions and 2) current state questions.
Pain Questions
These questions aim to determine whether the prospect has challenges or room for improvement in the area where your product fits.
- How concerned are you about the time spent creating presentations?
- How concerned are you about people using old and outdated slides?
- How important is it to ensure corporate branding guidelines are being followed?
Current State Questions
These questions gather details about what the prospect is doing today in the area where your product fits.
- Are you using any type of system for storing and sharing PowerPoint slides?
- Does your organization use PowerPoint slides?
- How does your organization use PowerPoint?
- How much time do you think is being spent on building PowerPoint slides?
- Have you ever had issues with old slides being used?
- Have you ever had issues with slides not following corporate branding guidelines?
Step 5 – Share common pain points your product solves
The main goal of the questions is to determine whether the prospect has challenges we can help with. But if the answers are all that the prospect is doing OK, we can try one last time to find areas where there is room for improvement by sharing the pain points we help with by saying something like:
A lot of marketing departments we work with have challenges with:
- Easy to spend too much time creating presentations
- Difficult to make sure everybody is using the latest slides
- Difficult to manage corporate branding guidelines
Are you concerned about any of those areas?
Step 6 – Introduce your product and company as a solution
Once you find an area where there is room for improvement on the prospect’s side, you can then introduce your product and company as a solution to the prospect’s needs by saying something like:
It might make sense to talk more because we provide:
- Web-based PowerPoint content management system
- PowerPoint slide decks stored in a central database
- File sharing across the organization
- Access management and version control
- Content update notifications
Some ways we differ:
- Files stored centrally
- Data security
- Backup protection
Step 7 – Share a story of an existing or past customer
A really powerful thing to do after you introduce your product is to share a story about a customer you sold it to and how you helped them. Here is an example of a very short and concise customer story:
- We worked with the owner of Table Tech.
- They were having version control issues.
- We helped to solve that with our PPT Management System.
- This helped to decrease the time spent building slides.
- This ultimately improved the version control and branding standards.
Step 8 – Close for the next step in the sales process
After all of that, it is time to close the prospect. And we are not closing the prospect for purchasing or signing up. All we are doing is closing for talking more in the form of an appointment, call, or meeting by saying something like:
But I have called you out of the blue, and I don’t know if this is the best time to discuss this.
Are you available for a brief call to learn more about you and discuss how we are helping marketing depts improve how they manage their PowerPoint content?
We hope these sales script examples provide new ideas for your sales and cold calling efforts!
