Cheat Sheet: Acing your sales call

Keep this sales call cheat sheet handy to help you stay on top of what to say during your sales
calls. A few golden rules to keep in mind:

AS K , AS K , AND ASK MORE QU ESTIONS

R E S P ECT YOU R PROSPECT BY NOT LETTING TH EM RAM BLE

A LWAYS , ALWAYS ASK FOR THE SALE

These are only guidelines and examples, and as you do more and more calls, you’ll only get
better and better – and close more sales.

Step 1. Build rapport

E X A M P L E SC RIPTS TO BU IL D RAPPORT:

• “Where are you calling from?”

• “I looked over your questionnaire and I’m really excited to dig into your answers!”
• “What made you want to speak with me today?”

E X A M P L E SC RIPTS TO SET EXPECTATIO NS FO R CALL:

• “We’re on this call to learn how I can help you, and if there is a way for us to work together.
How does that sound?”
• “What’s going to happen on this call…<outline that you’ll ask questions and make a
recommendation at the end if it makes sense>.”
• “I’d like to learn more about you, and if I can recommend a solution for you I will.”
Step 2. Ask plenty of questions
E X A M P L E SC RIPTS TO GET PROSPECT TO O PEN UP ABO UT TH EIR BURNING PAINS:

• “Tell me more about where you’re stuck.”

• “What’s your biggest challenge right now?”
• “What have you tried in the past?”

E X A M P L E SC RIPTS TO GET THEM TO ELABO RATE M O RE:

• “Go on.”
• “Tell me more.”
• “What do you mean by that?”

E X A M P L E SC RIPTS TO RE- C ENTER TH E CO NV ERSATIO N:

• “That’s interesting, but we might be getting off-topic. What about…<new or related question>?”
• “I’d love to hear more about…<question related to something they’ve said>.”
• “In the interest of time, I’d love to move on to…<another question>.”

Step 3. Recommend a solution

E X A M P L E SC RIPTS TO TRANSITION TO YO UR RECO M M ENDATIO N:

• “Typically, my clients have…<what you’ve done in the past>.”

• “So far this sounds like a great fit. I’d love to tell you about how I can help…
<summarize your service>.”
• “I’ve worked with a lot of people in your situation…”

E X A M P L E SC RIPTS TO REC OMMEND YO UR SERV ICE:

• “My suggestion to you would be to…<summarize your service>.”

• “I would recommend you consider what I do with clients, where I…<give features
and benefits>.”
• “Based on what you’ve said, I would start with… <your recommendation>.”
Step 4. Answer any questions
and objections
E X A M P L E SC RIPTS TO OPEN U P QUESTIO NS/O BJECTIO NS:

• “Any questions about that?”

• “Are there any questions I can help you answer right now?”
• “Before I continue, is there anything you’d want me to clarify?”

Step 5. Ask for the sale

E X A M P L E SC RIPTS TO ASK FOR THE SALE:

• “So, what would you like to do?”

• “Do you feel ready to move forward with what I recommended right now?”
• “To get started today, I would just need your payment details.”

E X A M P L E SC RIPTS TO REVERSE OBJECTIO NS:

• “What do you mean by <insert their objection>?”

• “With 1 being ‘not at all’ and 10 being ‘ready to buy today,’ where are you on a scale of 1-10?”
• “Typically, when folks tell me they’ll get back to me, it’s not a priority right now. Is it fair for
me to assume that’s the case?”

KNOW THE PERFECT THING TO SAY – EVERY TIME

Talking to people is hard. Sales calls? Even harder. If you want to stop struggling to
find the right words to say to people on the phone or even in person, we have a course
called How to Talk to Anybody. YES, talking to people is a learnable skill. You’ll get
over 8 hours of conversation frameworks, tested tactics, scenario plans, scripts, and
challenges to practice so that you won’t sweat it or feel awkward the next time you’re on
a sales call.

Learn more here