The sales discovery call is probably want of the most critical touchpoints you have in our customer journey.
This is essentially your first actual meeting with them and a way for you to personally direct the flow of the customer through your funnel.
But if you want to do this right, you need to have the right tools in place.
And one of those tools is your sales discovery call template.
Now each sales discovery call template is different, but the best ones are those that create a connection and adapt to your prospect.
In today’s guide, we’ll show you how to generate sales discovery call templates in a pinch using our good old pal, ChatGPT.
Sales Discovery Call Templates
You know “it’s on” once a prospect books that sales discovery call with you.
It signifies that they went through all the steps in your funnel and they are now somewhere in the consideration and intent phase.
All they need now is a good enough reason to take the plunge and sign on with that brand.
But before you get ahead of yourself, it’s critical to note that a sales discovery call is also a chance for you to figure out if you can service the customer.
A sales discovery call has to achieve the following things:
- Qualify if the lead or prospect is the right fit for your organization
- Build rapport with the prospect so that you have the foundation before they turn into a customer
- Understand the needs and pain points of the prospect to help you get a better understanding of their organization
- Handle sales objections
- Confirm the next steps in their buyer journey
However, if you want to do this properly, it is necessary that you have a script that adapts to the prospects.
Here’s what.
Even the best salespeople use scripts for their flow.
But the best salespeople?
Well, they have scripts that adapt.
Let’s check out our BAMF-engineered script that adapts to prospects.
The Prompt
Our script was engineered to make you a custom script for your sales discovery call depending on the industry of the prospect you are speaking with.
I am a *your position/what you do for a living* from *the name of your organization*, the main service that we sell is *the main product you want to sell in this discovery call*
I will be speaking with a prospect from the *what industry is the prospect from* industry and I need a script for the discovery call that I am going to do.
The script should be able to do the following:
– Establish rapport and have talking points specific to the industry
– Understand the background of the prospect
– Identify pinpoints
– Uncover goals
– Showcase value
– Have a definite call to action to end the call
– Close with grace and gratitude
Additionally, the script also serves as a lead qualification tool for my company.
We use the *what lead qualification framework do you use? E.g. BANT, MEDDIC, FAINT, etc.)* framework. You will need to integrate these lead qualification questions into different points in the script.
Other important notes to follow:
– The script should sound *tone of the script*
– It should not be sales-focused but rather sound like I’m building a real connection with the prospect.
– You don’t have to give me the prospect’s response, just general notes on how to respond using typical answers they may have.
The first thing we do is provide ChatGPT with enough context on both the services that you provide and the prospects you are dealing with. This allows ChatGPT to streamline the script to match what you both bring to the table.
We then give it a general flow that is common with great sales discovery script templates, we make sure that the main point of the script is to build rapport because this is the foundation of your working relationship with your potential client.
After that, you can add the type of lead qualification framework that your organization uses so that it can integrate that within the template.
We then end with some notes on the tone that has to be used and an additional reminder to make sure that it focuses on the relationship and not the sale.
The result is a pretty long prompt, that leaves you with some room for customization.
Read more: Types of Lead Qualification Methods & Frameworks: ANUM, BANT, ChAMP, FAINT, MEDDIC, NOTE
The Output
This is the output that we produced using a standard template that we always use.
I am a digital marketer from XYZ company, the main service that we sell is social media management, with a focus on B2B sales.
I will be speaking with a prospect from the healthcare industry and I need a script for the discovery call that I am going to do.
The script should be able to do the following:
– Establish rapport and have talking points specific to the industry
– Understand the background of the prospect
– Identify pinpoints
– Uncover goals
– Showcase value
– Have a definite call to action to end the call
– Close with grace and gratitude
Additionally, the script also serves as a lead qualification tool for my company.
We use the BANT framework. You will need to integrate these lead qualification questions into different points in the script.
Other important notes to follow:
– The script should sound lively
– It should not be sales-focused but rather sound like I’m building a real connection with the prospect.
– You don’t have to give me the prospect’s response, just general notes on how to respond using typical answers they may have.
The results were pretty phenomenal.
Takeaways and Further Prompt Optimization
Do you want to know what wins deals?
Customization.
You and I both know that the most effective marketing frameworks that you can utilize are those that involve intense personalization, and that’s why you should do the same thing with your sales script.
However, just because you’re getting a good script doesn’t mean you shouldn’t take into consideration adding your personal touches and flair as well.
You want to modify the prompt to make sure that it keeps to your tone and the overall messaging of your organization.
Like for example, you can ask it to be humorous instead of lively or take a more professional approach.
This helps with making the script more appealing and helps build on that connection you want to drive at.
How do you create your sales discovery call templates?
Let us know!
Read more: Sales Pitch Deck with ChatGPT? No Problem
