STEP 1: THE OPENER (First 10 Seconds)

Goal: Get 1 minute of their time without them hanging up

Script Template:

"Hi [NAME], this is [YOUR NAME] from [COMPANY]. I know you're busy, so I'll be quick. I'm calling because [SPECIFIC REASON - see examples below]. Do you have 60 seconds?"

Why it works: Acknowledges their time, gives them a reason, asks permission (not a statement)

Specific Reason Examples:

• "...because we just started working with [COMPETITOR] in Gujarat, and I saw your company also distributes in that region."
• "...because I noticed you're looking for [PRODUCT TYPE] suppliers on industry forums, and we specialize in that."
• "...because our software helped [SIMILAR COMPANY] cut procurement costs by 18%, and I think you could benefit the same way."
• "...because we're expanding our distribution network in [REGION], and your company is on our target list."

STEP 2: THE HOOK (Next 30 Seconds)

Goal: Give them a reason to stay on the line

Script Template:

"What we do is [SIMPLE 1-LINE VALUE PROP]. Companies like you typically [OUTCOME]. The reason I'm calling is to see if that's something worth exploring. Does that sound interesting?"

Examples:

For B2B Database: "What we do is provide verified supplier lists for procurement teams. Companies like yours typically save 3-4 weeks of research by using our directory. The reason I'm calling is to see if speeding up your vendor sourcing is worth 15 minutes of your time."

For Manufacturing Export: "What we do is connect manufacturers with qualified international buyers. Companies in your sector typically add ₹50-100L in new annual revenue within 6 months. The reason I'm calling is to see if expanding your export pipeline is something you're interested in."

STEP 3: THE DISCOVERY QUESTION (Next 2-3 Minutes)

Goal: Qualify them OR disqualify them fast

Ask ONE question:

"What's your current biggest challenge with [RELEVANT CATEGORY]?"

Listen for 30-60 seconds. Don't interrupt.

Qualification Signals (Keep Talking):

• "We're looking for... but having trouble finding quality..."
• "Our vendor just increased prices / reduced quality..."
• "We're evaluating options right now..."
• "We need to fix this by [specific date]..."

Disqualification Signals (Politely End Call):

• "We're happy with our current supplier."
• "Not in budget this year."
• "Need to get approval from 5+ people."
• "Call back in 6 months."

STEP 4: THE OFFER (Next 1-2 Minutes)

Goal: Move to next step (meeting / proposal / email)

Script Template:

"Here's what I'm thinking. Let's set up a quick 20-minute call where I can show you how [OTHER COMPANY] solved this problem. Then you'll know if this is worth pursuing. Does that work for you? I have [TIME 1] or [TIME 2] available this week."

Why it works: Specific time offer (not "let me send you something"), reference to similar case (proof), clear next step

Alternative Closes:

• "I want to send you a 2-minute video of how this works. Can I get your email?"
• "I'll send over a case study from [SIMILAR COMPANY]. Can you review it by Friday?"
• "Can we grab 15 minutes next Tuesday? I'll show you exactly what we'd do for you."

STEP 5: THE CONFIRMATION (Last 30 Seconds)

Goal: Lock in the meeting / next step

"Perfect. So I'll send you a Zoom link for Tuesday at 2 PM. You'll get it within an hour. Does that work? And just to confirm, your email is [REPEAT THEIR EMAIL], right?"

Key Actions:

• Confirm time + date
• Repeat their email (shows you're paying attention)
• Send calendar invite immediately (within 15 mins)
• Send brief email reminder 24 hours before

Objection #1: "We're happy with our current supplier"

What they mean: "You're not worth my time." (Most common early objection)

Your response:

"I totally understand. That's actually why I'm calling. Companies that are happy with their supplier ALSO see an opportunity to reduce costs by 15-20% when they compare options. It's just good business. All I'm suggesting is 15 minutes to see what you're leaving on the table. Fair enough?"

Why it works: Validates their satisfaction, reframes as smart shopping, makes 15 minutes feel small

Objection #2: "Not in budget right now"

What they mean: "This isn't a priority." (But it could be)

Your response:

"I get that. Here's the thing though—if you could save ₹15-20L per year on procurement, wouldn't that make it worth finding budget? I'm not asking you to commit to anything. Just let me show you the numbers. Then you decide if it's worth a conversation with finance. Sound fair?"

Why it works: Quantifies the benefit, puts burden on THEM to justify NOT meeting, doesn't ask for commitment

Objection #3: "Send me something via email"

What they mean: "I want to get you off the phone without committing." (They won't read it)

Your response:

"Happy to. But here's the thing—I could send you a brochure, but it won't mean anything without context. How about this: let me send you a quick 2-minute video showing exactly what you'd get. Then we can hop on a 15-minute call where I answer your questions. Would that work better? What's your email?"

Why it works: Acknowledges their request, explains why email alone won't work, offers video (more engaging), still pushes for call

Objection #4: "I need to check with [5+ people]"

What they mean: "This is a slow / political decision. You'll wait months." (RED FLAG)

Your response:

"Got it. Who are the 2-3 people who would care most about reducing procurement costs? Let me present to all of you together so everyone's aligned. I can do a group video call. Would Thursday afternoon work for you and the team?"

Why it works: Addresses the multi-person concern by offering group meeting, moves decision forward instead of waiting

⚠️ If they say "too early, call back in 6 months": Disqualify politely. Say: "Understood. Let me put you on my list for next year. If something changes before then, you have my number." Move on.

Objection #5: "What's your pricing?"

What they mean: "Are you going to be expensive?" (They're price-testing)

Your response:

"Pricing depends entirely on your volume and contract length. For most manufacturers your size, we're typically ₹5-15L per year. But before we talk numbers, I want to understand your situation better. What's your current annual spend on this category?"

Why it works: Gives ballpark (not scary), pivots back to qualification, asks THEIR numbers so you can actually quote accurately

Objection #6: "We already tried something like this"

What they mean: "We had a bad experience and gave up."

Your response:

"That's actually great intel. What didn't work about it? I ask because [COMPETITOR] had the same issue, but we solved it by [SPECIFIC APPROACH]. I'd hate for you to miss out because of a bad experience with someone else."

Why it works: Validates their concern, asks THEM to diagnose, shows you have a better solution

Objection #7: "Call me back next month"

What they mean: "I'm brushing you off." (Most common brush-off)

Your response:

"Sure thing. But before I hang up—is there anything happening in the next month that would make this a better time to talk? A new budget cycle? A change in procurement? Anything?"

Why it works: Probes for a REAL reason vs. just blowing you off, might uncover actual timeline

If they say no: "Understood. I'll reach out first week of October. But in the meantime, I'll send you something so you have our info. Sound good?"

Objection #8: "We need to look at this more carefully"

What they mean: "You haven't convinced me yet." (Stall tactic)

Your response:

"Of course. That's smart. What specific aspect would you like to review? Is it the cost savings? The implementation timeline? Quality? Help me understand what's most important so I can send you the right info."

Why it works: Gets them to name the objection (easier to overcome), shows you're responsive to their concern

Objection #9: "This seems too good to be true"

What they mean: "I don't trust you yet." (Trust issue)

Your response:

"I hear that. That's actually why I want to set up a call with you and [CUSTOMER REFERENCE] from [SIMILAR COMPANY] in your sector. You can ask them directly about their experience. That way you hear it from someone in your industry, not just from me."

Why it works: Addresses trust directly, offers third-party validation (most powerful), makes objection go away

Objection #10: "We're not interested"

What they mean: "You haven't made a compelling case yet." (Final objection)

Your response:

"I totally respect that. Can I ask—is it that you're not interested in exploring cost reduction, or is it more that this isn't a priority right now?"

Why it works: Forces them to clarify what "not interested" means (usually timing, not permanent rejection)

If they say timing: "Got it. I'll check back with you in Q2. Until then, I'll send you a case study so you know what we do. Sound good?" [Then actually follow up in Q2]