Professional Documents
Culture Documents
Decision Maker:
Hi (DM Name), this is (caller’s name) from [Company Name]. I understand that
you are the one in charge of your company’s ... correct?
Set Agenda:
Set An Agenda
We are calling different companies in the same industry as yours to see if
there might be a fit for [Company Name] and your … I’d like to ask a few
questions about your business to make sure we wouldn’t be wasting your
time and this will only take about 3-4 minutes, is that ok (DM Name)? (if Yes,
go straight to probing and BANTC)
Who we are: (Go over this only if the prospect asks what the company is about if not
just jump to probing questions.)
(PITCH)
Pain Points / Probing Here are some sample pain points and probing questions. To create probing questions,
Questions always refer to the account’s pain points section in the playbook. Using the listed pain
points, start creating open-ended questions pertaining to the pain points. Stay away
from “yes or no” questions when creating probing questions. We only use “yes or no”
questions when we are closing.
Pain Point: Employees’ overall physical and mental health are deteriorating.
● Can you help me understand how your employees’ overall physical and mental
health is in these trying times we’re in?
Here are some simple starter words to help you write open ended questions:
1. Tell me…
2. Help me understand…
3. Show me…
4. Can you show me…
5. Please tell me…
6. How do you see…
7. How do you feel about…
8. I was wondering...
What we offer: