Here are a few tips to help you with how you can structure your sales call template.
Have a different template for different products.
You may want to consider having different call templates for the different products that you sell. We don’t want you to go into sales calls talking only about your product or products, but the product that you think you might try to talk about (or sell) at some point could impact some of the questions you ask the prospect.
Please note that this step is optional and you could certainly use the one sales call template for all of the products that you sell.
Have a different template for the different buyer personas that you sell to.
This next tip is optional as well and it is to have a different sales call template for the different buyer personas that you sell to. The reason for this potential path is that your pitch and questions could change when you change from talking wit one buyer persona and shift to another.
For example, you may sell be able to sell your product to both a Director of Finance and a Director of Operations. Even though your product will do the same thing for these two departments and buyers, it may offer different benefits and solve different problems for the different buyers.
Have a couple of options for an elevator pitch.
Your sales call template should include some notes of what you can say as an elevator pitch. This could be one or two sentences that share how you can help the buyer that your are talking to.
Have a section that outlines some of the questions you should ask.
The best salesperson is the one that asks the best questions. As a result, your sales call template should outline a list of questions that you should ask.
One way to create a good list of probing sales questions is to look at some of the problems that you help to fix. For each problem, there is probably one or two questions that you could ask the prospect to determine if they have any of the challenges that you help to fix and these are good questions for you to ask on your sales call.
Have a list of pain points that you help to fix.
One of the best ways to identify if the prospect needs what you have is to share with them the problems that you can help to fix. If you end up in a place on a sales call where you don’t feel like it is going anywhere or the prospect is not giving great answers to your questions, you can then try to get the call going in the right direction by sharing some of the problems that you help to fix and try to see if the prospect has any of those concerns.
Have some key product and company details.
It can be good to have some quick, yet powerful points about your product and company in your sales call template so that you can trigger some interest before you go for the close.