SELL IT BETTER

Sales Call Guide

Use this flexible call guide to structure your prospecting calls. It defines four key objectives in the prospect-calling sales process, with sample questions and a flow to follow based on the prospect's responses.

Before you call each prospect, use the information on www.ORChampions.org to customize this call guide with appropriate examples and references. For example:

And remember, this is only a guide. Speak in your own words-you don't want to sound like you're reading from a script.

Objective 1: Verify that you've reached a decision maker
Hello, my name is with [YOUR COMPANY'S NAME, IF APPLICABLE]. I'm an [YOUR TITLE] who specializes in using analytical methods to help companies make better decisions based on data, and achieve results like [VALUE EXAMPLES].

Are you responsible for making decisions in these areas?
YES Continue to Objective 2.
NO Who is responsible for these decisions?
Record new contact name and phone number. Thank and exit call.
Attempt to contact new person.

Objective 2: Establish credibility/gain permission
I have [XX] years of experience working with a variety of organizations, using operations research to help them make better use of operational data – so they can make better decisions with less risk. The methods I use have been able to help organizations like yours, including [REFERENCE NAMES].

My purpose in calling today is simply to share some information about what I do, understand your specific challenges and goals for this year, and, if there's a possible match, suggest some ideas and see if they might be viable approaches. Does this seem like an efficient way to discover whether we might explore things further?

YES Continue to Objective 3.
NO Continue to Close 2.

Objective 3: Probe for pain points and offer reference solutions
First I'd like to learn about you and your situation. What operational areas present your biggest challenges or opportunities right now?

Record challenges/opportunities and discuss relevant REFERENCES.

Operations research helped [REFERENCE COMPANY] address this issue successfully.

Discuss high-level details from success story. If subject asks for more details, offer to meet with them to discuss in more detail.

I've seen organizations like yours experiencing difficulties with [CHALLENGE]. Does this reflect your situation?

YES Operations research helped [REFERENCE COMPANY] address this issue successfully.
Discuss high-level details from success story. If subject asks for more details, offer to meet with them to discuss in more detail.
NO Repeat with other challenges. Then continue to next question.

I've seen organizations like yours achieve great benefits from [opportunity]. Could this be an opportunity for you?

YES We've helped [REFERENCE COMPANY] achieve this successfully with operations research.
Discuss high-level details from success story. If subject asks for more details, offer to meet with them to discuss in person.
NO Repeat with other opportunities. Then continue to next question.

Are there any specific areas in which you are planning to make a major decision?

YES When are you planning to make this decision? Have you established a method for making this decision?
Suggest ways O.R. methods could help them make the decision and reduce their risk.
NO Continue to Objective 4.

Objective 4: Define next steps and close
Based on our conversation today, I know I have the expertise to help your organization with improving its processes or using information to make better decisions. I'd like the opportunity to meet personally with you to discuss what I could do for you in more detail. Could we set up an appointment?

YES Continue to Closing 1.
NO Would it be appropriate for me to contact you later in the year to see how your needs may have changed?
YES Continue to Closing 2.
YES Continue to Closing 2.

Closing 1: Thank you for your time today. I look forward to our meeting. As a follow-up to this call, I 'd like to email you a copy of the Executive Guide to Operations Research, as well as a link to a terrific site that shows you some of the results you can get with the operations research work I do. May I send that out to you today?

YES Get email address. Thank and exit call.
NO Thank and exit call.

Closing 2: Thank you for your time today. I hope that at some point in the future I can help you and your organization. As a follow-up to this call, I 'd like to email you a copy of the Executive Guide to Operations Research, as well as a link to a terrific site that shows you some of the results you can get with the operations research work I do. May I send that out to you today?

YES Get email address. Thank and exit call.
NO Thank and exit call.