Some of the tactics in the script are explained in Never Split the Difference which I highly recommend for sales but especially negotiation (the article author also mentions the book author, Chris Voss).
The sales script doesn’t seem to have anything nefarious really. Just some tactics to keep the call going and typical early sales qualification to move a prospect to the next stage of a pipeline or out of the pipeline. Typical SDR/BDR work. I’d assume what’s said in later stages is more juicy.
The mildly interesting insight to me is how the call starts with trying to get the prospect to schedule a follow up using an incentive (the market report), before getting into the qualifying questions, which are meant to determine if the prospect is going to be a match for the offer. It makes sense from the standpoint you really want another call scheduled so you don’t get their voicemail and you might lose the opportunity to schedule that later in the call.
I wish the author added text from the actual sale past the qualification stage, but I’m guessing that wasn’t really scripted.
The sales script doesn’t seem to have anything nefarious really. Just some tactics to keep the call going and typical early sales qualification to move a prospect to the next stage of a pipeline or out of the pipeline. Typical SDR/BDR work. I’d assume what’s said in later stages is more juicy.
The mildly interesting insight to me is how the call starts with trying to get the prospect to schedule a follow up using an incentive (the market report), before getting into the qualifying questions, which are meant to determine if the prospect is going to be a match for the offer. It makes sense from the standpoint you really want another call scheduled so you don’t get their voicemail and you might lose the opportunity to schedule that later in the call.
I wish the author added text from the actual sale past the qualification stage, but I’m guessing that wasn’t really scripted.