Sales Call Scripts

Your prospect Googled you before the call. The least you could do is return the favor. Yet so many reps still show up and open with: "So, tell me about your company…" "What do you do?" "Who are your competitors?" ⌛ Your prospect's time is precious. And you only get one first impression. Every basic question you ask that could've been answered with 10 minutes of prep silently tells your buyer: "I didn't care enough to prepare for this." I promise… buyers remember this sort of thing. Show up well and you'll be rewarded. Not just with deals, but with trust, referrals, and a reputation that opens doors. Differentiate not only your solution, but yourself as a seller and advisor. ––– Here's 5 ways to take your pre-call research to the next level: 1. Find out what leadership is betting on right now. For public companies, skim the latest earnings call or annual report. For private companies, look at recent press releases, funding announcements, or interviews with their executives. Don't just know what the company does, know what they're prioritizing RIGHT NOW. 2. Check their job postings. With a particular eye for roles that matter for your product or service. Open roles reveal where the company is investing and what problems they're trying to solve. A wave of data engineering hires tells you more than their About page ever will. 3. Study your champion's digital footprint. What have they posted, commented on, or shared on LinkedIn recently? What podcast were they on? What blogs have they written? Be sure to connect the dots between what matters to them and what you’re slinging. 4. Map the buying committee before the first call. Use LinkedIn and org charts to understand who else will likely be involved in the decision. Walk in knowing the landscape, not just the person in front of you. 5. Know the competitive landscape. Get a sense of the players in their space and the headline differences between them. See if any are already customers of yours and keep that in your back pocket. ––– The bar is on the floor. A little homework goes a long way. Show your buyers you respect their time, and they'll give you more of it.

I tracked 100 sales calls. The ones that closed in 20 minutes had one thing in common. They didn't start with explaining. A SaaS founder came to me last year. His discovery calls ran 45 minutes. Close rate sat at 22%. Calls felt productive. Numbers said otherwise. I listened to a few recordings. Same pattern every time. The first 15 minutes were spent answering "So what exactly do you do?" and "How does this work?" By the time he got to real discovery, the prospect was already half-checked out. The psychology nobody talks about: Your prospect's mental budget is limited. Every minute spent on explanation is a minute not spent on their problems. And when they have to work to understand your offer, they associate that friction with your product. Research shows the 25-45 minute discovery window has the highest close rates. But only when that time is spent on actual discovery. When reps burn the first half explaining, they compress real conversation into a rushed window. The prospect feels it. They can't name it. They just feel less confident. Where this breaks down: Your call starts with "Let me walk you through what we do." Your prospect asks basic questions you've answered 200 times. Your discovery gets squeezed into the last 10 minutes. Your close feels rushed because it is. The one change that nearly doubled close rate: We built a 2-minute pre-call video sequence. Three segments: Problem we solve (30 seconds) How it works at a high level (45 seconds) What to expect on the call (45 seconds) Sent automatically after booking. 78% watched it before the call. The results: Call length dropped from 45 minutes to 18-22 minutes. Close rate jumped from 22% to 41%. Prospects arrived asking implementation questions instead of "what do you do?" The call started where it should: with them already knowing if they're in the right place. The filter: Listen to your last 5 discovery calls. Time how long you spend explaining before you start asking questions. If it's more than 3 minutes, you're burning trust before you build it. Move the explanation upstream. Let the call be about them. Full frameworks in my newsletter. Grab it free here: https://lnkd.in/gy_VqXEb

Pre-call content can be as important for making sales as your social media content and sales skill is. Pre-call content can be the difference between leads feeling almost impossible to close because they're so cold at the start of the call to leads feeling easy to close because they're already interested in buying at the start of the call. Unless someone's been through your organic content for months, your organic content isn't enough to warm up a lead. Most of your leads from it will have become leads after seeing your content just once or only a few times. They barely know who you are and what you do. Then on your sales call, to be able to keep your prospect engaged, you can only make your pitch about 5-10 minutes long. So effectively, without pre-call content, you have a few social media posts and a 5-10 minute pitch to convince a prospect to buy your offer for thousands of dollars. It's just not enough. Instead, you must send your prospects strategic content to go through before the call that gets them bought into the opportunity your offer is based on, your process and your client results. It can be in the form of: - VSLs - Client case study docs - Your landing page for your offer - Specific YouTube videos that pre-handle common objections. They should already be interested in buying by the time they turn up to the call. The call should just be about personalizing everything to them, overcoming objections at the end and giving them the pressure and urgency to pay at checkout that you can't give over DMs. That's it. If you're having to inform them about everything and build trust with you from total scratch, it'll be nearly impossible to close them by the end. When was the last time you improved your pre-call content process? Do you even have one? Look at it today.

If you’re waiting until the sales call to sell, you’ve already lost. Most founders think sales only happen on the call. That’s exactly why they lose. I learned this the hard way when I used to jump on Zooms with completely cold prospects. They didn’t know my process. They didn’t trust me yet. And instead of talking about solutions, I’d spend the entire call convincing them I was legit. It was exhausting. And worse → my close rate was under 10%. That’s when I realized: sales don’t start on the call, they start way before it. Now, by the time someone gets on a call with me, they’re already 70% sold. Here’s how I make it happen: Pre-call nurture content → Right after booking, they get a short VSL from me: “Here’s what we’ll cover, here’s how clients succeed with us.” By the time we meet, they already believe in the process. Authority drip → Between booking and call, I share client case studies, screenshots, and quick wins via WhatsApp/email. Instead of me convincing them, the results do the talking. Pre-qualification form → I ask a few questions before the call: their biggest pain, their goal, their budget. Answering those questions forces them to admit the gap between where they are and where they want to be. Social presence → Most prospects binge my LinkedIn/Instagram before the call. That’s intentional. I seed my beliefs, frameworks, and client wins there so when they show up, they’re aligned with my way of thinking. The result? Prospects no longer ask, “Who are you?” They ask, “When can we start?” My close rate doubled without changing a single sales script. Here’s the mindset shift: Your prospect isn’t buying your product on the call. They’re buying certainty. And certainty is built long before you hit “Join Meeting.” 👉 What’s one thing you can add to your pre-call process this week to warm up prospects before they ever speak to you?

Your next 10 sales calls can feel effortless. Grab my pre-meeting prep template and test it this week. Every “easy” sales meeting I see has one thing in common. The rep did the hard work before they hit join. Top performers do not wing calls. They engineer them. Here are 10 power moves I coach teams on when we build GTM systems: 1️⃣ Arrive 15 minutes early → You calm your own nerves → You fix tech before the buyer shows up → You signal respect for their calendar 2️⃣ Research recent company news → Funding, hires, product launches, Q3 expansion → Use a simple line: “I saw your Q3 expansion into X” → You start as an informed partner, not a stranger 3️⃣ Dress one level above their culture → Zoom or office → Clean, sharp, one notch more formal than them → Professional without feeling stiff 4️⃣ Remember details from past conversations → Their kids, team size, tool stack, deadlines → Mention one specific detail at the start → You prove you listen and care 5️⃣ Bring insights, not brochures → Benchmarks, patterns, playbooks from similar clients → Use numbers, not adjectives → You become an advisor, not a vendor 6️⃣ Start with their biggest challenge → “Before I share anything, what is the main problem you want to solve right now?” → Discovery before pitch builds trust and control 7️⃣ Take notes on everything they say → On screen or on paper → Use their exact words later in recap and follow-ups → Their input shapes your solution 8️⃣ Acknowledge current vendor strengths → “Sounds your current partner does X and Y well” → You lower their defense, increase your credibility 9️⃣ Summarize their needs before presenting → “Here is what I heard…” → You align on pain, impact, timing before solution 1️⃣0️⃣ End with clear next steps and timelines → “On Thursday I send X, next Tuesday we review with Y” → Pros move forward, tourists drift away Meetings do not close deals. Preparation and presence do. Want my pre-meeting prep template that bakes these 10 moves into a simple checklist? Comment PREP and I will share it. For deeper sales frameworks and GTM systems, subscribe here: https://lnkd.in/ghVNapjG