My Non-Salesy Sales Script

I’ve closed more than 90% of my sales calls, read 50+ books on sales, and went through many $1,000 sales courses.

Here’s a decade worth of sales game in a simple script.

At any point in the script you determine the prospect is not a good fit, stop the sequence. Thank the prospect, explain why your solution is not a good fit, and recommend a better fit solution. You’ll gain credibility and a possible referral depending on how much they liked you on the call and if they understood your solution clearly.

Enjoy!

Zaid’s Non-Salesy Sales Script

1. What made you take this call today?

2. How do you think I can help? (What are your goals?)

3. When was the exact moment you started looking for a solution? What was going through your mind?

4. Who else is involved in deciding the solution?

5. What was the exact moment that convinced you I’m worth talking to?

6. If you could wave a magic wand and get the perfect solution what would that look like for you? (Before state, after state, the gap between)

7. Have you tried other solutions before? What went right? What went wrong?

8. What are you doing now to solve this problem?

9. What are the pains of the current solution?

10. Why have you tolerated it for so long and what changed that made you start looking?

11. What are your concerns with my solution?

12. What opportunities will unlock if my solution works for you? What hazards will you avoid?

13. Pitch. Raise urgency = opportunities of starting today, hazards of not starting today

14. Handle objections. Do they lack confidence? Or resources?

15. If it’s confidence, they’re not convinced you can help. If it’s resources, they’re not convinced it’s worth it. Tell them about past successes in A and take on more risk in B.

16. Close by scheduling next sequence and assuming sale.
    If they are uncertain and won’t commit, you didn’t win the client. Thank them and follow up politely in a week. Then stay top of mind monthly. Convert to professional contact.

That’s it! If any answer sounds fishy, dig deeper.

For the describe the exact moment questions, have them recall the moment in detail, down to the time of day it happened.

May your sales calls be short and prosperous 🖖

Shout out to @gat0rtheskater and @nathan_covey for persuading me to share ❤︎ (and for @Proziam for reminding of how cool the Vulcan salute is 😂)