Cold Call Script for Leads From Events

1. Cold Call Script for Leads From Events

2. EVENT FOLLOW-UP QUESTIONS
• Where you able to attend the event?
• What did you think of the event?
• Was there any information provided that you found helpful?
• Is there any information that you need or wanted that you did not get?
• Are there any questions you have from the event?
• Did you think it was a good use of your time?
• What motivated you to sign up and come to the event?
MAKE COLD CALL
WARM
3 KEY CONCEPTS

3. PAIN QUESTIONS
MAKE COLD CALL
WARM
TRANSITION BACK
TO COLD SCRIPT
TRANSITION BACK
TO COLD SCRIPT
3 KEY CONCEPTS

4. PRODUCT
(FEATURES)
TARGET VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE
The SMART Sales System
BENEFITS
• Make it easier to teach sales reps what to
say and ask
• Shorten the new hire ramp-up time
• Get sales reps more successful with
outbound phone and email prospecting
Improve how reps perform
• Make the training department look great
PAIN POINTS
• Difficult to teach sales reps what to say and
ask
• Takes a long time to get reps ramped up
and producing
• Training departments often do not get
enough credit
• It can be costly to let reps go due to sales
performance
PAIN QUESTIONS
• How are the sales reps doing with knowing
what to say and ask?
• How important is it to decrease the time it
takes to get sales reps ramped up and
producing?
• How do feel about the amount of credit the
training department gets?
• How concerned is management about
sales staff turnover?
CURRENT STATE
QUESTIONS
• Are you all using any type of sales scripts
or sales playbook?
• Do you use and teach any type of sales
methodology?
• Do you provide sales training to your sales
staff?
• Do you have a new hire onboarding
training program? How many sales reps do
you have?
• Are you doing any type of cold outreach?
• When was the last time you considered
other options in this area?
FOR SALES TRAINERS

5. PAIN QUESTIONS
• How are the sales reps doing with knowing what to say and ask?
• How important is it to decrease the time it takes to get sales reps ramped up
and producing?
• How do feel about the amount of credit the training department gets?
• How concerned is management about sales staff turnover?
TRANSITION BACK
TO COLD SCRIPT
MAKE COLD CALL
WARM
3 KEY CONCEPTS

6. CURRENT STATE QUESTIONS
• Are you all using any type of sales scripts or sales playbook?
• Do you use and teach any type of sales methodology?
• Do you provide sales training to your sales staff?
• Do you have a new hire onboarding training program? How many sales
reps do you have?
• Are you doing any type of cold outreach?
• When was the last time you considered other options in this area?
MAKE COLD CALL
WARM
TRANSITION BACK
TO COLD SCRIPT
3 KEY CONCEPTS

7. MAKE COLD CALL
WARM
TRANSITION BACK
TO COLD SCRIPT
SELL THE MEETING,
NOT THE PRODUCT
INITIAL CONTACT
CONVERSATION
EXPLANATION
PURCHASE
3 KEY CONCEPTS

8. PRODUCT
(FEATURES)
TARGET VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE
The SMART Sales System
BENEFITS
• Make it easier to teach sales reps what to
say and ask
• Shorten the new hire ramp-up time
• Get sales reps more successful with
outbound phone and email prospecting
Improve how reps perform
• Make the training department look great
PAIN POINTS
• Difficult to teach sales reps what to say and
ask
• Takes a long time to get reps ramped up
and producing
• Training departments often do not get
enough credit
• It can be costly to let reps go due to sales
performance
PAIN QUESTIONS
• How are the sales reps doing with knowing
what to say and ask?
• How important is it to decrease the time it
takes to get sales reps ramped up and
producing?
• How do feel about the amount of credit the
training department gets?
• How concerned is management about
sales staff turnover?
CURRENT STATE
QUESTIONS
• Are you all using any type of sales scripts
or sales playbook?
• Do you use and teach any type of sales
methodology?
• Do you provide sales training to your sales
staff?
• Do you have a new hire onboarding
training program? How many sales reps do
you have?
• Are you doing any type of cold outreach?
• When was the last time you considered
other options in this area?
FOR SALES TRAINERS

9. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
Building Blocks

10. Event Follow-Up Cold Call Script
EVENT
FOLLOW-UP
QUESTIONS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUSETIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE

11. Hello [Contact's Name], this is Michael Halper from SalesScripter, have I caught you in
the middle of anything?
Great. The reason for my call is that I see that you attended (or registered for) our [Name
of Event] and I just wanted to follow-up with you to ask you a question or two.
If you have a couple of minutes?
EVENT
FOLLOW-UP
QUESTIONS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUSETIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE

12. • Where you able to attend the event?
• What did you think of the event?
• Was there any information provided that you found helpful?
• Is there any information that you need or wanted that you did not get?
• Are there any questions you have from the event?
• Did you think it was a good use of your time?
• What motivated you to sign up and come to the event?
EVENT
FOLLOW-UP
QUESTIONS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUSETIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE

13. If I could ask you real quick:
• How are the sales reps doing with knowing what to say and ask?
• How important is it to decrease the time it takes to get sales reps ramped up and
producing?
• How do feel about the amount of credit the training department gets?
• How concerned is management about sales staff turnover?
EVENT
FOLLOW-UP
QUESTIONS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUSETIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE

14. • Are you all using any type of sales scripts or sales playbook?
• Do you use and teach any type of sales methodology?
• Do you provide sales training to your sales staff?
• Do you have a new hire onboarding training program? How many sales reps do you have?
• Are you doing any type of cold outreach?
• When was the last time you considered other options in this area?
EVENT
FOLLOW-UP
QUESTIONS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUSETIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE

15. A lot of sales trainers we work with have challenges with:
• Difficult to teach sales reps what to say and ask
• Takes a long time to get reps ramped up and producing
• Training departments often do not get enough credit
• It can be costly to let reps go due to sales performance
Are you concerned about any of those areas?
EVENT
FOLLOW-UP
QUESTIONS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUSETIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE

16. EVENT
FOLLOW-UP
QUESTIONS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUSETIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
Based on what you have shared, it might make sense to talk more because as I
mentioned, I am with [Company] and we provide The SMART Sales System
• Sales training program and software application
• Consultative selling sales methodology
• Teaches sales what to say and ask
• Sales Role-Play Simulator
This can help sales trainers to:
• Make it easier to teach sales reps what to say and ask
• Shorten the new hire ramp-up time
• Get sales reps more successful with outbound phone and email prospecting
Improve how reps perform
• Make the training department look great
Some ways we differ are:
• Only platform that teaches what to say and ask
• Only sales simulation tool

17. EVENT
FOLLOW-UP
QUESTIONS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUSETIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
• We worked with a sales trainer at a software company and they were having difficulty
getting their reps to learn the pitch.
• We helped to solve that by implementing our SMART Sales System.
• This not only made it easier to teach reps what to say, but ultimately it helped to make
the training department look a lot better.
Key: Customer | Pain Point | Product sold | Value Point

18. EVENT
FOLLOW-UP
QUESTIONS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUSETIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
But I have called you out of the blue and I am not sure if this is the best time to discuss
this.
Are you interested in discussing this a little more?
Are you available for a brief 15 to 20-minute call where I can share some examples of
how we have helped other sales trainers to:
• Make it easier to teach sales reps what to say and ask
• Shorten the new hire ramp-up time
• Get sales reps more successful with outbound phone and email prospecting
Improve how reps perform
• Make the training department look great
Are you available on Tuesday or Thursday morning? Or are you available to continue
talking about this now?

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21. SMART
Sales
System
S
M
A
R
T
ales
essaging
nd
esponse
actics

22. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

24. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

26. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

28. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

30. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

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