be ready
PROSPECTING SCRIPT WORKSHEET TOOLKIT
The purpose of this Sales Tool is to gain access to your prospects. The script will give you the right words to say to cause pros-
pects to want to meet with you. This worksheet is meant to guide you through a conversation with a prospect, and to provide you
with everything you need to be effective and efficient.
PROSPECTING SCRIPT OPENING:
Action Answer Your Response
Your Initial Call Hi, this is__________ from ________. May I speak to______________?
Gatekeeper / “Where are you calling from?” I’m calling from __________, and I’m hoping to connect to
assistant answer ___________. Is he/she available?
Gatekeeper / No, ______ is not available. May I leave a voicemail?
assistant - Target is • If no - Thank you
not available • If yes - Go to voicemail script
Gatekeeper / Yes, ______ is not available. Great. Thanks so much.
assistant - Target is
available Continue to Conversation (see below)
Voice Mail Script ____________________ [target’s first name], this is ______________
calling from…
(continue to pain points…)
Pain point #1 ________________________ [address pain point #1]
If you would like to chat for 5 minutes about how we can
make this problem into a great opportunity, please call me at
xxx.xxx.xxxx. Thanks for your time. Have a great day.
Pain point #2 ________________________ [address pain point #2]
….. please call me at xxx.xxx.xxxx. Thanks for your time.
Pain point #3 ________________________ [address pain point #3]
….. please call me at xxx.xxx.xxxx. Thanks for your time.
@NUArtofSales @CraigWortmann © Craig Wortmann
be ready
PROSPECTING SCRIPT WORKSHEET TOOLKIT
PROSPECTING SCRIPT CONVERSATION:
Action Answer Your Response
Explain the purpose Hi, _________ [target’s name], this is __________ [your name]
of the call, the benefit from _____________ [your company]. I’m the _____________ [title],
that the customer is and _______________ [sales trailer]. The purpose of my call is
going to get out of ________________________ [go to appropriate pain point below];
the call and check
to see if they are in
agreement.
Pain point #1 ________________________ [address pain point #1]
Do you have 5 minutes to discuss how you could solve this
problem?
PAUSE, WAIT for Answer:
• If no
• If yes
No, I do not have 5 min. I totally understand. May I send you a follow up email that
will introduce us and describe why we think we are different?
PAUSE, WAIT for Answer:
• If no -Thank him/her.
• If yes - make a note to follow up with email
Yes, I do have 5 min. Great. Here’s what I did ____________________ [mention
research].
Additional questions to ask Target.
•
•
•
Pain point #2 ________________________ [address pain point #3]
Do you have 5 minutes to discuss how you could solve this
problem?
PAUSE, WAIT for Answer:
No, I do not have 5 min.
I totally understand. May I send you a follow up email that
will introduce us and describe why we think we are different?
PAUSE, WAIT for Answer:
• If no -Thank him/her.
• If yes - make a note to follow up with email
Yes, I do have 5 min. Great. Here’s what I did ____________________ [mention
research].
Additional questions to ask Target.
•
•
•
@NUArtofSales @CraigWortmann © Craig Wortmann
