Sales call script template for B2B

• →“Hello [name], this is [your name] from [your company].”
• →“I’m calling because [specific reason: you have … / your job ad for … / we met at …].”
• →“Do you have two minutes right now, or should I call back at a better time?”
• →“Is it all right if I record this call for our internal follow-up? If not, that’s no problem.”

Avoid: An opening without a reason. “I just wanted to introduce myself” leaves the other person with one question: how to end the call quickly.

• →“We work with [industry / role] who often struggle with [problem]. Is that an issue for you too, or have you solved it?”
• →“I don’t know whether that applies to you. That’s why I’d rather ask than give you a presentation.”

Avoid: The product pitch before the first question. Explain first what you sell, and you never find out what is needed.

• →“How does [process] work for you today?”
• →“What works well about it, and where does it get stuck?”
• →“What happens if nothing changes in the next six months?”
• →“Who besides you would be involved in a decision?”
• →“By when should this be solved, and why then?”

Avoid: Questions whose answers are in the CRM or on their website. They cost time and show that you didn’t prepare.

• →“You said that [quote]. That’s exactly where we come in: [one sentence on what changes].”
• →“At [comparable customer], that led to [specific result]. Would something like that be relevant for you?”

Avoid: Listing every feature. Anything that doesn’t tie in with a problem they named sounds like a standard presentation.

• →“I see. May I ask why that is?”
• →“What would have to change for this to become interesting for you?”
• →“Suppose we clear up this point: would anything else speak against it?”

Avoid: The counter-argument. Argue an objection away and you win the exchange but lose the conversation.

• →“Here’s my suggestion: we take [30 minutes], and I’ll show you [specifically what]. Does [Tuesday at 10] work, or is [Thursday at 2] better?”
• →“Who else should we invite?”
• →“Let me sum up: [need], [agreed step], [date]. Have I missed anything?”

Avoid: “I’ll get back to you next week.” A next step without a date isn’t one.