The Gold Call Script

The purpose of a Gold Call Script is to close for the attention of the prospect in as few words as possible, and to convince them to give you more of their attention at a later date.

Close first for Attention, then set the Appointment!

Stop Pitching & Start Asking Questions!
Prospects do not respond well to an elevator pitch. An elevator pitch is usually stopped in its tracks with requests for sales literature. Instead of working with a scripted sales pitch that tells prospects that you’re a salesman making a cold call, increase your effectiveness by working the following gold call dialogue:

The Telephone Rings… It’s Showtime!

Prospect Answers: “Hello this is Bob”.

(The Gold Call - ‘Opening’)
Sales: “Hello Bob, this is Peter Ekstrom with ABC Company”. “I’m hoping I might have 10 - seconds to explain the purpose of my call”.

Prospect: “Sure, go ahead”.

(The Gold Call – ‘Lemonade Statement’)
Sales: “Our Company solves problems acquiring the data needed to manage risk analytics”.

Sales: “Here’s my question… “

(The Gold Call - ‘Focus Questions’)
Sales: Focus Option #1 (“How much focus do you have on evaluating the tools that you use to acquire the data needed to run risk analytics”?) Focus Option #2 (“How much focus of attention do you have upon the data management part of your business”?)

Prospect: “Well, improving access to information is a typical priority around here, and I spend a fair amount of time exploring new ways to get my arms around it”. “What does your Company do”?

(The Gold Call - ‘Attention Question’)
Sales: “If our solution cuts the amount of time it takes to acquire risk data in ways that would help you avoid any inaccurate risk benchmarking, would I get any of your attention”?

Prospect: “I don’t see why not”. “I’d be interested to hear more about what you do”.

(The Gold Call - ‘Closing Question’)
Sales: “When can we meet for 15-minutes”?
Prospect: “Let me look at my calendar”. “How about next Wednesday at 10:00 AM”?

Sales: “I was hoping you would pick any day but Wednesday”. “Could you please pick another”?

Prospect: “OK, how about Thursday at the same time”?

(The Gold Call - ‘Confirmation’)
Sales: “That works for me”. “I’m marking it on my calendar”. “Should I be using pen or pencil”?

Prospect: “Pen or Pencil”? “OK, I see what you mean”. “Pencil means I might not be able to make it”. “However, you can use pen”. “I’ll be here when you arrive”.

Sales: “Thanks". I’ll see you next Thursday”.

-------------------------------------------------------------------------------------------------------------------------------------------------------

"Peter, I will say again, your words (not just the recording, but your e-mail as well) provided the key for me; your quick response, your understanding, and your solution and encouragement to my dilemma was right on-target. You boosted my confidence, and allowed me to get rid of months of self-doubt so that I can get myself back to where I should be, and I sincerely appreaciate that!

Annette Holland - ERP Senior Staffing Specialist, JD Edwards