The document provides a template for a standardized sales script with 6 key stages: [1] Mental/Physical Preparation, [2] Introduction, [3] Problem/Needs Identification, [4] Solution Presentation, [5] Objections/Responses, and [6] Close. It outlines the purpose and scope of each stage, including reviewing customer notes, stating the purpose of the call, identifying problems and needs, presenting solutions, addressing objections, and asking for the sale. The template is intended to help new recruits develop consistent and effective sales presentations.

1. Sales Script Template
Purpose
The purpose of this tool is to facilitate the development of a sales script.
Scope
There are 6 key stages to a sales presentation:
1. Mental/Physical Preparation – getting familiar with the prospect/customer
including reading previous call notes, identifying implicit needs etc.
2. Introduction – opening pleasantries and stating the purpose of the call.
3. Problem/Needs Identification – provide a description of the problem your product/
service can solve, or consultatively asking the client to communicate their challenges,
priorities, and/or key strategic initiatives.
4. Solution Presentation – relating the features and advantages of your solution to the
prospect/customer’s situation to identify potential benefits.
5. Objections/Responses – answering questions and alleviating concerns the
prospect/customer has with moving forward with your solution.
6. Close – asking for the sale and closing the business. Recap next steps.
Use this template to create a standardized sales presentation for new recruits.

2. 1. Mental/Physical Preparation
Review Notes in CRM System
Take 5 minutes to read the previous notes left in your customer relationship management
(CRM) system. Look for any problems or challenges that you can leverage to create new
sales opportunities.
Do a Quick Scan of Corporate Website
Pull up the prospect/customer’s corporate website to find additional information that you
can use to support your sales presentation. Sections like ‘press releases’ or ‘investor
relations’ can provide lots of useful info. Demonstrate your knowledge by asking an
informed question.
Select a Sales Goal
Determine your goal for the discussion; it may be to retain their business, sell an additional
product, upgrade their services etc.
2. Introduction
State the Purpose for your Call
Provide a compelling reason for calling, based on your value proposition.
“Good Afternoon Mr. Customer; this is [insert your name] calling from company ABC.
We provide a service specifically designed to help executives like you save time. I’d like
to steal 3 minutes of your time to demonstrate how we can make you more effective. Do
you have a few minutes now?”
3. Problem/Needs Identification
Outline the problems your product was designed to solve.

3. “Our service was specifically designed to save you time with XYZ problem. Do you find
that you spend a lot of time dealing with this? Could you tell me more about the impact
this problem is having on your organization? What are the opportunities and risks that we
need to consider while crafting a feasible solution?”
4. Solution Presentation
Identify Customer Benefits
Communicate the features and advantages of your solution and relate the
prospect/customer’s needs to explore potential benefits and where value can be
created.
5. Objections/Responses
Determine Concerns & Alleviate
• Either proactively ask what concerns the prospect/customer has with your solution, or
work reactively to answer their questions. Look for buying signals, such as questions
related to the delivery of the product or price.
• Use an Objection/Response tool to quickly soften, confirm, and respond.
6. Close
Ask for the Sale
• Once sufficient momentum has been built to effectively close the sale, ask for the
business and resist the impulse to keep talking until the client has had a chance to
think and respond.
• Examples of closes include:
o Trial Close – “do you see how product can help you?”

4. o Direct Close - “are you ready to move forward?”
o Assumptive Close - “our setup process is very simple…”
o Choice Close – “would you like to start with product A or B?”