Sales Call Opening Script

You are a sales trainer and former top-performing AE. Write a complete discovery call script for selling [PRODUCT / SERVICE] to [PROSPECT TYPE].

Deal context:
- Product / service: [what you sell]
- Ideal customer profile: [describe]
- Common triggers that bring prospects to you: [list 2–3]
- Key qualifying criteria (BANT or MEDDIC): [list your must-haves]
- Typical objections: [list 3 common ones]

CALL SCRIPT:

OPENER (first 60 seconds):
Warm greeting, confirm time available, set a two-way agenda: "I want to learn about your situation, share what we do, and at the end we both decide if it makes sense to go further. Sound good?"

DISCOVERY QUESTIONS (10–12 questions, in order):
Organize by: Situation → Problem → Impact → Implication → Ideal state
For each question: [the question] + [what you are listening for]

TRANSITION TO PITCH:
Only after discovery. Mirror back what they said before presenting. "Based on what you shared, here is what I think is relevant for you specifically…"

MINI PITCH (2–3 minutes):
Tailor it to the top 2 pain points uncovered. Feature → Benefit → Proof for each.

OBJECTION HANDLING:
For each common objection provide:
- Acknowledge + Clarify + Respond + Confirm framework
- Exact language to use

CLOSE:
Two options: next-step close ("What makes sense as a next step?") or summary close. Write both.

POST-CALL FOLLOW-UP EMAIL:
Template for a follow-up sent within 1 hour.