Sales Call Scripts

In 27 months, we grew Retention.com from $1M-$13M ARR with only 1 salesperson (me) doing 1,000's of sales calls. Here are my 10 biggest pieces of advice for any startup who wants to book and close more sales calls: 1. Ask for 15 mins, but book 30 When booking a meeting outbound, you have a better shot at getting a meeting by asking for 15 mins than 30. You may have piqued their interest but with a busy schedule, they are going to weigh learning about your business vs their time. Ask for 15 but send a meeting invite for 30.  If they can’t do the full 30, they will let you know, but from my experience, this rarely happens. 2. Tell your story People remember a story more than a product  Figure out your short story that you can tell prior to getting into the product pitch. How does your story connect to your business / product? 3. 5X5 Pitch Keep your product deck for your initial call to 5 slides / 5 minutes and make sure you answer any of the common questions you get from prospects. You can always book a follow up call to share more detail once you hook their interest. 4. Always Be Pitching Take control of the call and the sales cycle. You will only learn what does and doesn’t work by actually pitching.  5. Tell a customer story Again, people remember stories more than they do stats. Tell a story of a customer before implementing your product and the business outcome after implementing it. Don’t just talk numbers. Talk about how people felt, what they said, etc. 6. Create Urgency Attach an incentive if the deal is done by the end of the week or month.  (Example: 20% more credits or a 15% discount)  This also sets you up well for follow up as it now makes them feel like you are on their team to try and help them get the deal in for their benefit. 7. Land and expand We all want to close the big ACV deals, but the truth is most buyers don’t want to make a big commitment without seeing how your product works. Find a way to get them on for a small $ amount, with the plan to expand if the product meets their expectations. 8. Opt-Out Period Reduce buyer friction by offering a 90 day opt out period if you are trying to close 12 month agreements. It shows confidence that your product will drive the results you say it will. 9. Deck Recap Create a 1-2 pager highlighting the most important parts of your sales deck that you can send via email after every call (even if they don’t ask for it). The prospect won’t remember all details from the call, so this gives them something to look back on and will help sell internally if other stakeholders are involved. 10. Video for FAQs Create short form talking head video answering all FAQs. This will add value in your follow up, show you listened to the questions they had and that you care about making sure they understand the answers. It also helps internally as others will likely have the same questions as the person on the phone. Have questions about how to book/close more calls? AMA anything 👇

Handle objections like a six-figure salesperson It’s not about talent—it’s about preparation. Here’s how to tackle objections effectively: → Anticipate common objections, plan your responses. → Reframe objections into opportunities to add value. → Practice these strategies until they become second nature. 👉 Get more cheat sheets like this: sign up for SalesDaily Premium: salesdaily.co/upgrade Here are 12 common sales objections and how to respond to them: 1.) We’re already working with another vendor. ⇢ Acknowledge their loyalty and ask what they value most. ⇢ Differentiate by emphasizing areas where you outperform competitors. ⇢ Ask: “What’s one thing you wish they did better?” 2.) This isn’t a priority. ⇢ Show understanding and suggest exploring how you can prevent a specific problem later. ⇢ Ask: “Would a quick chat now help for when it does become a priority?” 3.) We don’t have the budget. ⇢ Use humor or empathy to acknowledge their constraints. ⇢ Offer a preview so they can assess if it should be on their radar for next year. ⇢ Ask: “Would that work for you?” 4.) I need to think about it. ⇢ Respect their hesitation and offer to schedule a follow-up. ⇢ Ask: “What specific questions are still on your mind?” 5.) Send me an email. ⇢ Agree but provide context to ensure relevance. ⇢ Ask: “Would these outcomes align with what you’re focused on now?” 6.) I’m not interested. ⇢ Subtly acknowledge their position while offering value. ⇢ Ask: “Would exploring this together make sense before deciding further?” 7.) Where did you have my number from? ⇢ Clarify politely and explain where you found their contact information. ⇢ Reassure them by tying your outreach to their goals. 8.) Your price is too high. ⇢ Acknowledge their concern and reframe the conversation to focus on value. ⇢ Ask: “Do you feel confident our solution would help you achieve your goals?” 9.) We’re happy with what we have. ⇢ Validate their satisfaction but share examples of clients who improved despite being content initially. ⇢ Ask: “Would you be open to exploring potential gains on your end?” 10.) Call me back in 4 months. ⇢ Agree and ask what’s expected to change in that timeframe. ⇢ Probe lightly to uncover urgency: “Would anything make it worth discussing sooner?” 11.) I’m not interested. ⇢ Acknowledge their decision and highlight how their role impacts outcomes. ⇢ Ask indirectly: “Would it make sense to explore other perspectives before deciding?” 12.) We tried something similar before, and it didn’t work. ⇢ Avoid sounding defensive and reframe the conversation by emphasizing how you’re different. ⇢ Transition back to the pitch confidently: “Let’s dive in, and I think you’ll be pleasantly surprised.” Preparation is the key to handling objections confidently. Save this guide, adapt these responses to fit your style, and turn challenges into opportunities. Want a high-res version of this cheat sheet? 👉 Sign up for salesdaily.co

Listen up. I’ve coached thousands of sales calls and most reps sabotage their own deals without realizing it. When I started in 2007, I nearly got fired for not understanding how language impacts buyer psychology. Now, after helping teams double revenue in 90 days, I can spot the hidden mistakes instantly. You're probably killing your win rate with these “harmless” phrases. Here are 6 phrases that are absolutely DESTROYING your deals (and what to say instead): 1) "Sorry to bother you..." Starting with an apology tells the prospect, “I’m not worth your time.” You’ve lost before you’ve begun. Top 1% performers NEVER apologize for delivering value. They command attention through absolute certainty. ✅ POWER MOVE: "Hey Alice, Marcus here from Venli. I'm reaching out because we helped Company X increase their pipeline by 37% last quarter, and I noticed your team might be facing similar challenges..." 2) "Just following up..." This lazy phrase screams, “I’ve got nothing to offer, but want your money.” Total momentum killer. Elite reps are wildly precise with their words and always reference specific commitments made in previous conversations. ✅ POWER MOVE: "Alice, you mentioned you were going to discuss our proposal with Charles during your leadership meeting yesterday. I'm curious … what feedback did you receive that we should address?" 3) "I know you're really busy..." Say this, and you’ve just made yourself irrelevant. Game over. Remember: YOUR time matters. Top performers signal status through subtle positioning every time. ✅ POWER MOVE: "I was just wrapping up a strategy session with Lisa, the CEO over at Company X, and wanted to quickly connect about next steps before my afternoon gets packed..." 4) "What are the next steps?" This signals poor process control - no system, no playbook, no real method. The sales machines I build don’t ask for direction - they GIVE it. They own the process. ✅ POWER MOVE: "Based on what we've discussed, here's what typically happens next: First, we'll schedule a technical review with your team for next Tuesday. Then, we'll deliver a customized implementation plan by Friday. How does that sound?" 5) "To be honest..." Wait, Wait... so everything before this wasn’t true? Nothing kills credibility faster. When I turn around failing sales teams, eliminating this phrase is always one of the first habits we break. ✅ POWER MOVE: "That's an excellent question, Alice. Here's exactly how our solution addresses that challenge..." 6) "What do I have to do to get your business?" Is this 1988? This pushy close screams desperation and kills trust instantly. The best reps I've coached understand that closing isn't an event. It's the natural outcome of a well-executed sales process. ✅ POWER MOVE: "It seems like you're hesitating about X. I'm curious … what specific concerns do you have that we haven't fully addressed yet?" Which of these six phrases have YOU been using without realizing it? 

Head over heels in love with this phrase a newer AE has been using in her disco convos that she shared during one of our Peer Groups last week: "I'm still learning the ins and outs of your job and what your everyday looks like." And apparently, it works every single time. Not "I understand your challenges." Not "I work with companies like yours." Just admitting she doesn't fully get their world yet. The prospects slow down a bit and start explaining things differently. They become teachers instead of prospects. Apparently, one VP of Supply Chain spent 47 minutes mapping out his entire operation after she.…..just said she was still learning about all things supply chain. Weird, right? The funniest thing is that this is probably what a lot of reps are all thinking but don’t say. They sit through these disco calls nodding along while acronyms fly over their heads. They pretend that 3-day onboarding somehow made them experts in their industry. They may even memorize persona cards that say "CFOs care about ROI" and act like we've unlocked some Rosetta Stone shit. Meanwhile, I'd wager most buyers would know that they're faking it. But when you admit you need their help understanding their world? That level of vulnerability works. - They tell you why your competitor won't work (saving you weeks of positioning). - They explain which stakeholders will kill the deal. - They literally draw you a map of how to win. Gong's data backs this up, btw...reps who use phrases like "help me understand" have 23% HIGHER close rates. Probably because it sounds human? Another rep in the group mentioned they tried something similar with a CISO. Eight years of selling experience, knows security cold. But instead of the usual dance, he goes: "I know software, but I don't know your specific environment. Walk me through what breaks." CISO ended up explaining exactly how to position against the incumbent. Even suggested which features to ignore during the demo. So maybe you should stop pretending. Stop nodding when you're lost. Stop using discovery scripts that assume every VP is the same VP. The smartest person in the room is usually the one asking the dumb questions. I'm not saying that expertise is useless or that you shouldn't strive for it. Not at all. What I AM saying is that maybe your buyers don't need someone who pretends to know more than them about THEIR INDUSTRY. Maybe they need someone who cares enough to actually understand their mess before suggesting solutions. Expertise is overrated. Curiosity closes deals.

I’ve done 350+ discovery calls in the past 3 years and closed 7+ figures in contract value. I always structure my 1st call in the same 5-step format: Great sales is nothing more than a structured approach to help prospects make a decision. It shows them that I’m understanding and have their best interest at heart. I consider sales to be part of the service. It’s consulting. Here's how my discovery calls look: 𝟭. 𝗚𝗲𝘁 𝗧𝗵𝗲𝗶𝗿 𝗦𝘁𝗼𝗿𝘆 I want to find out as much as possible about them. My goal is to understand their journey & personality, and also make them feel heard & understood off the bat. They talk, I shut up. If they jump straight into business, I gently steer them back. ___ 𝟮. 𝗔𝗻𝗮𝗹𝘆𝘇𝗲 𝗙𝗶𝘁 Next, I dive into their business model, bottlenecks, and top goals: • Who’s your ICP? • What do you offer? • What’s your marketing status quo? • etc. I figure out if a collaboration makes sense and whether they need our help or something else entirely—like coaching, a new tool, a different vendor, or just advice on improving their current setup. ___ 𝟯. 𝗜𝗻𝘁𝗿𝗼𝗱𝘂𝗰𝗲 𝗠𝘆𝘀𝗲𝗹𝗳 I recap what they’ve shared and then introduce myself. Here, I try to mirror how they shared their story: • what topics did they focus on? • how far back did they go? • what did they highlight? At the same time, I look for similarities between us to create relatability. Then at the end, I explain what I do on a high level. ___ 𝟰. 𝗞𝗲𝘆 𝗧𝗵𝗲𝘀𝗲𝘀 & 𝗥𝗼𝘂𝗴𝗵 𝗕𝘂𝗱𝗴𝗲𝘁 𝗥𝗮𝗻𝗴𝗲 From there, I introduce the 3 key theses they need to believe for us to work together. • Thesis 1: The decisions we make are influenced by the people we trust and the content we consume. • Thesis 2: Content helps build relationships & trust at scale. • Thesis 3: Content is an infinite game If they're not aligned with this thesis, it usually indicates we're not a fit. At the same time, I also discuss the rough budget range to make sure we're on the same page about expectations early on. ___ 5. 𝗕𝗼𝗼𝗸 𝘁𝗵𝗲 𝗡𝗲𝘅𝘁 𝗦𝘁𝗲𝗽 If it feels like a fit, I lock in a follow-up call right then. I never leave this for later—it just adds uncertainty and hassle. If it’s not a fit, I still try to offer value—maybe I send some free resources or give advice. ___ 𝗕𝗲𝘀𝘁 𝗣𝗿𝗮𝗰𝘁𝗶𝗰𝗲𝘀 𝗜 𝗙𝗼𝗹𝗹𝗼𝘄: • I call out any elephants in the room. • I recap what they say to confirm my understanding and give them a chance to add details. • This also helps me process what they’ve shared. • I always leave room for their questions. • Their needs are #1 priority. #b2bsales #founderledsales #consultativesales

My discovery calls improved 100% When I shifted the way I asked my questions. Remember this: Discovery ---> Answers ❌ Discovery ---> Insights ✔ You ask direct questions, you'll get direct answers. You reframe your questions, you'll get insights. And Insights = Clarity ==================== ◾ “What’s your budget?” I thought I would get clarity. But the truth is, it sounded transactional. Like I was more focused on their wallet than their needs. Then I tried this ⬇ "I often see two types of companies - ones with an approved budget for a project like this, and others that need to secure funds once the value is clear. Which one of these would be your company?" This opens up a deeper conversation, giving me insight into where they stand, without putting them on the spot. ==================== ◾ "When do you plan to buy" This made me sound like I wanted to sell ASAP. But time is just one piece of the puzzle. Remember: Time is a clue, not the answer. Then I tried this ⬇ "What’s driving this timeline for you? Is there a specific goal you’re trying to hit in the next quarter?" This allows me to dig into the urgency behind the decision, revealing more than just a deadline - it uncovers their motivation. ==================== ◾ "Who’s the decision maker?" The question every salesperson is taught to ask But sounds demeaning to your prospects. Remember: Selling is a team sport, and so is decision-making. Then I tried this ⬇ "From my experience, projects like this often involve multiple stakeholders involving someone from finance and operations. Who else do you think needs to be involved to get this across the line?" It signals that I understand their process is complex and that I’m here to work alongside them, not just push for a name. ==================== ◾ "When will you get this signed-off?" Again, this makes it feel rushed. And you're adding unnecessary pressure. Remember: Obstacles are just opportunities in disguise. Then I tried this ⬇ "What kind of roadblocks do you foresee that could slow down approval from the executive team?" This opens up a conversation about potential challenges and positions you as someone ready to help overcome them, not just push for a signature. ==================== The secret to better discovery? Ask questions with purpose, intention And never forget that human touch. It’s not about checking boxes. It’s about building relationships and trust. When you shift your questions, You shift the dynamic of the conversation entirely. Remember to always reframe. What’s one question you’ve rephrased that made all the difference in your conversations? Share it in the comments below 👇 Stop Selling Start Building ✌ ==================== You need to load in the reps to improve your discovery. Need a discovery sparring partner? DM me and say "Let's Spar!" Follow me for more Stories, Tips & PoVs > Sufi R.

Top reps ask 4x more implication questions than average ones. Here’s why SPIN Selling still works. Most reps jump straight into pitch mode. They ask a few surface questions, then start talking features. That’s not selling. That’s presenting. SPIN flips the script. It gets the buyer to sell themselves. Start with Situation questions. Learn their current state, but keep it short. Experienced reps ask fewer of these than you’d expect. Move to Problem questions. Uncover what’s not working. Where they’re stuck. What’s costing them time or money. This is where small deals get won. But for complex sales, you need more. That’s where Implication questions come in. Show the consequences of inaction. What does this problem cost them? How does it affect other areas? What’s the revenue impact? Top performers ask these 4x more than average reps. They build urgency without being pushy. Finally, Need-Payoff questions. Let the buyer articulate the value. How would solving this help? What would the impact be? Why is this important? When they say it, they believe it. Here’s the key insight: Buyers don’t just want you to solve their problems. They want to understand why solving them matters. SPIN gives you the framework to guide that conversation. Not through charm. Not through pitch decks. But through the right questions in the right order. Save this framework. Use it on your next discovery call. Watch how fast urgency builds.

Here's how I open a discovery call with an outbound-originated opp. "Mind If I share what I learned about your business, before we start talking about mine? I don’t want to assume I have all of the correct answers, simply because I researched COMPANY before this call. It looks like COMPANY sells a PRODUCT/SERVICE to STAKEHOLDER ROLES at CUSTOMER VERTICALS/TYPES. It seems like the problem you're solving for those customers is X and the company makes money by XYZ. What did I get wrong?” Here's why I do it this way: 1. 82% of B2B decision-makers think sellers are unprepared during the 1st meeting (source: Gartner). The tone changes when they realize you're not part of that 82%. The reaction I usually get is, "Thank you for taking the time to learn about our business. Most sellers don't". Anyone can do this. It takes 2 mins to prompt ChatGPT for these answers. The bar is low. 2. Most disco calls are 30 mins. I hate wasting my time. I hate wasting my buyer's time. There's 0 reason for them to spend 7 mins educating me on something I could've easily researched beforehand. This frees up more time for the good stuff. 3. The "what did I get wrong" close invites correction. Correction = discovery. It sets the tone that we're not a know-it-all. Know-it-all reps sound naive. From here, it's an easy transition into "I don't work within your 4 walls, but it sounds like your CEO is asking the business to....". Get discovery builds trust by helping prospects think differently about their business problems, before we ask them to think differently about our solutions. To do that, we need to show them we have context on their business. Here's how I gauge my disco calls: Is the conversation so valuable that they'd be willing to pay for that conversation by the time we hang up?

Dear Jobseekers, Please do not send your resume to anyone without asking. Uninvited resumes are rarely opened, rarely read, and almost never acted upon. If you want people to take your profile seriously, follow a simple rule: Always Seek permission before you share your resume. Here are a few short templates you can use to start the conversation the right way: 1. Connection Request Hi [Name], I came across your profile and would love to connect and learn from your experience. 2. After They Accept Hi [Name], thanks for connecting. I’m exploring opportunities in [domain]. Would appreciate your guidance. 3. Asking to Share Resume Hi [Name], I’m interested in opportunities in [role]. Would it be alright if I share my resume for your feedback? 4. For Someone Working at Your Target Company Hi [Name], I noticed you work at [Company]. May I share my resume for your review if you’re comfortable? 5. For Hiring Managers Hi [Name], I saw the opening for [Job Title]. Are you the right person to connect with? If yes, may I send my resume? 6. For Referrals Hi [Name], I saw that [Company] is hiring for [Job Title]. If my profile fits, may I share my resume for a referral? These messages show professionalism, respect, and intent. And they significantly increase the chances of someone actually looking at your resume. Your resume works only when it lands in the right hands— and that happens when you build a conversation first. Hope you have liked the post. Reshare with someone who need it. If you need any help with RESUME, just DM me. #RESUME #JOBSEARCH #STRATEGY

Dear Students, I recently spoke to a student who had faced rejection in three campus interviews in a row. He was disappointed. Not because he did not prepare. But because he had started questioning himself. If you are entering placement season or are already part of it, do not take rejection personally. An interview is a selection process. It evaluates fit for a role at a point in time. It does not measure your full potential. Sometimes there is a skill gap. Sometimes someone else aligns more closely with the requirement. And sometimes, it is simply about timing. What truly matters is your response. Reflect calmly. Work on your clarity. Strengthen your fundamentals. Practice speaking about your experiences with confidence. Then step into the next interview with the same energy, not a defeated one. Resilience is a professional skill. The ability to hear “no” and still show up prepared the next day is what builds careers. Rejection is not the opposite of success. It is often the training ground for it. Keep learning. Keep improving. Keep moving forward. With belief in you, Manoj