Over time, with a high volume of appointments you find yourself coming up with lines in your script that play just as important a role as the main body and closing, they act as kind of fillers as you consider what your next question or statement will be, they bide time and reassure the customer giving them peace of mind.

Below are some examples of what I mean:

“We aren’t the cheapest out there that’s for sure. You can get cheaper but they only do Y? Then there’s some more expensive than us that only do Y aswell, you see what they are doing is ____________. What we do is provide value… And we do it at a fair and reasonable cost. “

“Look CUSTOMER, I used to work at A Company, when I worked at A company I had dealings with COMPANY YOU WORK FOR NOW, because I had to find a company that does WHAT YOU DO and that’s why I work here now, we are easily the best in the market.”

“CUSTOMER, I promise you this… By the time we are done you will be our biggest fan, you’ll tell all your mates, I promise you that.”

“CUSTOMER, what is most important in your business? Is it X? Is it Y? What about SOLUTION? Surely, SOLUTION rates pretty highly right? If not the Most Important.”

“I had a customer in your situation and they lost ______ because they didn’t have YOUR SOLUTION. It was __% of their business. They had worked with this client for 20 years and because they didn’t have your solution they lost the contract. This was this person’s livelihood, their hard work, gone, done, just like that.”

“You can be proactive or reactive, which one makes more sense to you?”

“CUSTOMER, you have seen the clients we have right? You don’t work with these kind of people, of a high calibre and work with all these iconic companies if your not doing something pretty special”