In our quest to streamline and enhance our sales process, we leveraged the power of Large Language Models (LLMs) to create tailored call scripts that align with our product and growth strategy.

Here’s a detailed look at how we used ChatGPT to achieve this, including the prompts and steps we followed to develop comprehensive and effective scripts.

Step 1: Identifying our needs

First, we identified the key areas that our sales script needed to address. These included:

• Reviewing the client's trial experience
• Clarifying their positive outcomes
• Discussing the impact on their workflow and results
• Highlighting the full potential and benefits of the product
• Discussing pricing options
• Addressing any concerns
• Reinforcing their decision to purchase
• Confirming next steps and support

Step 2: The CLOSER Framework

The CLOSER framework, as popularized by Alex Hormozi, provides a structured method to recognize customer needs in sales or consultation conversations and present a solution effectively. The framework:

• Clarify (C): Understand the client's goals and reasons for the call.
• Label (L): Identify and label the client's main problem.
• Overview (O): Review past attempts to solve the problem and provide empathy.
• Sell them the Vacation (S): Highlight the solution and its benefits.
• Explain (E): Address any objections and clarify decision-making criteria.
• Reinforce (R): Confirm their decision positively and provide ongoing support.

The main benefit of using this framework is that it is based on a series of questions, which means that you can always pick up the thread in case you get lost in the conversation and not have to worry about what statements to make.

Step 3: Crafting the prompt

We started by crafting a detailed prompt for ChatGPT to generate an initial version of the sales script. Here’s an example of the prompt we used:

I need help creating a follow-up commercial call script for our SaaS product. The script should include:
1. Reviewing the client's trial experience
2. Clarifying their positive outcomes
3. Discussing the impact on their workflow and results
4. Highlighting the full potential and benefits of the product
5. Discussing pricing options
6. Addressing any concerns
7. Reinforcing their decision to purchase
8. Confirming next steps and support

I want to use the CLOSER framework which goes as follows:
- **Clarify (C)**: Understand the client's goals and reasons for the call.
- **Label (L)**: Identify and label the client's main problem.
- **Overview (O)**: Review past attempts to solve the problem and provide empathy.
- **Sell them the Vacation (S)**: Highlight the solution and its benefits.
- **Explain (E)**: Address any objections and clarify decision-making criteria.
- **Reinforce (R)**: Confirm their decision positively and provide ongoing support.

Can you generate a detailed script for this?

Step 4: Reviewing and refining the script

ChatGPT generated a comprehensive sales call script, which we then reviewed and refined to ensure it covered all necessary aspects and aligned with our specific needs.

Introduction

1. Greeting and Follow-Up
   • "Hi [Name], great to have you back. How have you been finding the trial so far?"

Clarify (C)

2. Clarify Experience and Feedback
   • "Can you share what you've experienced with the product?"
   • "What specific results have you seen?"

Label (L)

3. Label Positive Outcomes
   • "It sounds like [specific feature] has been particularly helpful for you. Is that correct?"

Overview (O)

4. Overview of Results
   • "What have you achieved using our product compared to previous methods?"
   • "How has this impacted your workflow and results?"
5. Reconfirm Relevance
   • "Would you say search, research, and personas are still relevant to your needs? Yes / No"
   • "Is direct outreach still the most relevant channel for you?"

Sell them the vacation (S)

6. Highlight the Full Potential
   • "Imagine the continued benefits you'll gain as you use the full version. You'll have [extended benefit 1], [extended benefit 2], and [extended benefit 3]."
   • "Our product is designed to scale with you and provide ongoing value."

Explain (E)

7. Discuss Pricing and Packages
   • "Let's talk about how we can continue to support you. We have several pricing options to fit your needs."
   • "Do you have any concerns about the investment? Let's address those."

Reinforce (R)

8. Reinforce Decision with Assurance
   • "Choosing our product means you're getting a tool that's proven to deliver results. We'll be here to support you every step of the way."
   • "We'll also provide you with [personalized videos, onboarding support, ...] to make your transition smooth and rewarding."
9. Willingness to Pay
   • "Based on the value you've seen, are you comfortable moving forward with our solution?"

Closing (the call)

10. Confirm Next Steps and Support
    • "Are you ready to move forward with [specific package]?"
    • "Great! I'll send over the details and next steps immediately. We're excited to continue working with you.”

Testing & Refinement

The sales script remains a living document. The CLOSER framework helped tremendously in providing a base structure, and all we need to add or change are items that come up during real-world conversations.

Conclusion

Using this approach for our sales call scripts significantly boosted our confidence in client interactions. By leveraging AI, we were able to quickly develop detailed and effective scripts that address our clients' needs and align with our product and growth strategy.

This approach has not only improved our efficiency but also provided a consistent and high-quality experience for our clients which is what we get up for in the morning after all.