Here are 5 steps for how to write a phone script.

 

TLDR

We go through these steps to make it very easy to write a phone script.

  1. Create a list of key product details to share
  2. Create your value proposition
  3. Create a list of pain points
  4. Create questions to ask
  5. Create a customer example

 

Step 1: Create a list of key product details to share

The first step in creating a phone script is to create a list of key product and company details to share. Don’t create a complete explanation – just a few of the most important and interesting details.

We start with this as the first step in creating our script, but in your actual script, we recommend you share your product and company details toward the end of your script. I will show you what that looks like when we put all of this together.

 

Step 2: Create your value proposition

The second step in how to write a phone script is to create your value proposition or elevator pitch. Many salespeople do this by mentioning their company and describing the product they sell by saying something like:

The reason for the call is that we provide web design services.

We want you to replace this product introduction statement with an explanation of how you can help by sharing your value proposition. That might sound complex, but all we are talking about is sharing or discussing the improvements your product can deliver to your customers.

The reason for the call is that help businesses to get more leads and sales out of their reps by optimizing what they say and ask.

 

Step 3: Create a list of pain points

Try to include some examples of common pain points you help fix in your phone script template. These can be good to share with a prospect when you are trying to identify if they need what you offer. Here are some examples.

  • Don’t know what to say and ask when prospecting
  • Not able to grab the prospect’s attention or effectively communicate
  • It can be tough to build a sales pitch that stands out from the rest and effectively communicates to prospects
  • Cold calling and prospecting can seem difficult and like running in place
  • It is difficult to generate leads and get their foot in the door with new clients
  • It can be difficult to consistently hit and exceed sales targets and objectives
  • Commissions and earnings are not at the level where they need to be

 

Step 4: Create a list of questions to ask

The key to a good phone script is to include a section outlining your key pre-qualifying questions. These are probing sales questions that help you to learn a little more about the prospect to determine if they fit well with what you offer.

A small trick to help with this step is to look back at step 3 and, for each problem, create a question that could be asked to see if the prospect has that concern, issue, or pain point. Here are some examples:

  • Do you feel like you always know what best to say and ask when prospecting?
  • How do you feel about your ability to grab the prospect’s attention?
  • How happy are you with the sales pitch that you currently use? Do you feel like you currently have any type of sales pitch?
  • How important is it for you to improve the success you have when cold calling and prospecting?
  • How happy are you with your ability to generate leads and get your foot in the door with new clients?
  • Are you looking for new ways to make hitting and exceeding your sales targets and objectives easier?
  • How concerned are you with how much you have been able to maximize your commissions and earnings in recent years?
  • Are you currently using any type of sales scripts, sales pitch, or sales playbook?

 

Step 5: Key Product and Company Points

You can probably talk about your company and product all day. But you don’t have all day when you are on the phone with a prospect. To help you be very efficient and focused, it can be helpful to include key, powerful points about your company and product in your phone script template.

 

Step 6: Create a customer example

One of the best ways to build both interest and credibility is to share examples of other customers you have helped. With that, the last step in how to write a phone script is to create a short story of a current or past customer you can share.

 

Step 7: Closing Options

There are probably a few different ways you could close the prospect at the end of your call. To make sure you keep those options in mind, list out the different directions you can go in your phone script template.

 

 

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Putting all of that together

Once you go through all of those steps, you can very easily put all of that together into a very effective and easy-to-use sales script.

 

Call Introduction

Hi Tom, this is Michael Halper, I am calling from SlideDeck Pros.
Did I catch you in the middle of anything?

 

Value Proposition

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

I don’t know if you are a fit with what we do or not.

 

Pain Questions

  • 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

  • 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?

 

Common Problems and Pain Points

Well, it sounds like you all are doing pretty good. Before I let you go, 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?

 

Product and Company Introduction

Well, based on what you shared, 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

 

Customer Example

  • 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.

 

Close for the Next Step in the Sales Process

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 this process for how to write a phone script helps you to improve your sales efforts!