In this video, we will look at one of our recent sales script examples and analyze what could have been improved. After the call recording and analysis, we include a recommended cold call script for the product this salesperson is selling.
Background for This Cold Call
This cold call is similar to many of our sales script examples in that the salesperson uses a product-focused sales pitch and approach to sell lead-generation and sales-outsourcing services. The product-focused sales approach is where the salesperson primarily talks about their company when communicating with prospects.
This is who I am.
This is the company I am with.
This is the product I sell.
Do you need what I sell?
Can we meet to discuss what I sell?
Opening the Cold Call
The salesperson on this cold call opened the call by saying:
We are a direct sales organization.
We work on all stages of the sales process.
Whether that is frontend development, developing prospects, setting next stage appointments.
Even though this is a common way for salespeople to open cold calls, it is not ideal because it flags them as a salesperson calling to sell, which immediately triggers the prospect’s guardedness and leads to sales objections.
An alternative way to go, different from most of our sales script examples, is to open the cold call by sharing your value proposition. For this salesperson, that might look like:
The reason for the call is that we help businesses to:
- Get more clients and revenue
- Increase sales revenue from new clients
- Generate more leads
- Decrease time spent generating leads
I don’t know if you want to improve those areas, and that is why I was calling with a question or two.
Not only does this help answer the question “What is in it for me?”, but it also reduces how much you look like a pesky salesperson trying to sell something, which can reduce guardedness and objections.
The Cold Call Close
The salesperson in this cold call then went for the close by saying:
Without us getting into a conversation around if you guys are working with an outside company, what I would like to do is get you guys a small breakdown of our services in the next week or so.
The owner of our company can tell you about who we work with, how we execute the sales process,
Are you available for on Monday or Tuesday sometime?
We refer to this as a quick close, where the salesperson immediately goes for the close after opening the cold call. There is nothing particularly wrong with this strategy, but a better approach is to learn a little more about the prospect before going for the close.
Not only will this help you to find opportunities and create a reason for the prospect to meet with you, but you might also identify that the prospect does not fit and is not worth spending your valuable time.
The way to make this shift and learn about the prospect on all of these sales script examples is to simply ask good questions. Here are questions this salesperson could have asked.
Pain Questions
- How much of a priority is it to increase your growth rate?
- How do you feel about your ability to get into new accounts?
- How do you feel about the amount of leads you are currently generating?
- How important is it to decrease time spent on lead gen activities?
Current State Questions
- What are you doing to generate leads?
- Are you performing any type of cold outreach or outbound lead generation?
- Are you working with a provider or agency for lead generation?
- Do you have internal resources to work on generating leads?
- How many salespeople do you have?
- How many meetings are you currently setting with potential new clients per week or month?
We hope these sales script examples help you to take your game to the next level!
