Writing Sales Scripts That Close Deals

I recently closed a $15,000 deal with the potential of being a $100K deal. We had 3 discovery calls w/ 2 presentations. Here are 6 strategies I did to close this in less than 30 days that you can copy: 1/ Shared My Research: I did my homework on the company, industry, and buyer persona. I got to the call and shared my notes about my research and how I connected the dots. E.g. "Btw, from my understanding, you're dealing with a really antiquated buyer persona for the most part who is either using a competitor or some old school method of doing things, like managing their tasks on Excel..." Don't keep your notes private. 2/ Be Radically Transparent: Most salespeople try to hide that they're taking notes and looking at another screen, but prospects want to feel like you're taking their problems/goals seriously. E.g. "Btw, if you see me look at another screen, it's because I am. I'm writing some notes and ideas down as we talk through this, which I'll share at the end." Be candid. 3/ Looked For Problems: Salespeople hate opening a can of objections during a call, but I'd argue that is your best bet for maintaining control of the deal. I asked questions that would get me and my business in trouble. The prospect ends up selling you on why you'd be a better fit. E.g. "You mentioned you used to use [COMPETITOR] training program, why not just continue with them since the team is sold on it already?" Unsell yourself. 4/ Gave Value Before The Pitch: Most prospects expect you to spend more time pitching your services or product, but I flipped it on its head. I spent more time giving them strategies and advice on how to better run their department. E.g. "Whether you go with me, another provider, or none at all, here's what I recommend you do in the next 30-60 days.. [INSERT VALUE ADD]." Always teach something new. 5/ Set Up Next Steps Upfront: Most salespeople set up next steps at the end of the call, but that's when prospects are out the door. I like to set them up front because there's the least amount of resistance. E.g. "Assuming this would be fit, you'd probably want another call to dive deeper into your process so we can scope out the work and proposal, so let's set some time in the end to do that later this week for 30 minutes, sound good?" Make next steps worth it for them to agree. 6/ Recapped In The Beginning: At the beginning of our follow-up discovery call, I recapped their challenges/goals from our last call, but I did it by sharing my screens and showing them my notes. E.g. "Based on our last call, these were top of mind for you [LIST CHALLENGES/GOALS] - 1) What's missing from here? 2) And are these still top of mind? Use slides strategically. The takeaway: prospects don't want to be sold to, they want to be helped. #helpmedontsellme P.S. Here are my top 24 discovery questions to quantify pain that helped me close this deal: https://lnkd.in/edAVrn2v

Struggling with cold intros that don't convert?  My client was too, and it made her lose heart. She could get referrals, but thought she couldn't close because she disliked selling herself. Most advice focuses on perfecting the offer. Wrong place to start. You don't need the best offer to close. I've sold $50M deals at Fortune 100s,  and netted $100K in 100 days solo. These are the 11 common mistakes I learned kill referrals, and the fixes that get closes: ❌Talking data only and overloading the audience ✅Be curious. Ask questions. Let them tell you what they need. 💬”What prompted you to want to meet today?” The goal is 40-60% buyer talk-time. ❌Pitching features instead of belief ✅Check their belief in you as the solution they need. 💬”What do you think delivers the biggest unlock for you?” Winning discussions have 28% more buyer questions. ❌Positioning as a general problem solver ✅Be the 32MM drill bit for the 32MM hole they need. 💬”Here is how and where I have solved this before.” Specialists are 2.9X more likely to command $10 K-plus project fees. ❌Skipping urgency ✅Show a loss-or-gain case. 💬”Would you burn another $160K trying to figure this out on your own.” An urgency cue lifts revenue 27% in studies. ❌Not establishing a decision expectation ✅Be clear about your direction. It is fair to set the agenda. 💬”I will ask for a decision by the end of this call.” Calls with a clear expectation have a 70% higher close rate. ❌Believing what you do is easy ✅Own your expertise was hard won and unique. 💬”I delivered X by doing Y for this client.” Generic social proof drops win rates 22%. ❌Expecting your experience is sufficient ✅Show leverage, talk method. Method > Experience. 💬”I used my 5 step framework to get the same outcomes at 20 clients.” 78% of clients pay a premium when they perceive exceptional, niche expertise. ❌Not demonstrating your impact ✅Quantify and connect outcomes to their needs. 💬”The result of this was a 20% increase in X.” Value-based pricing raises revenue up to 25% over hourly billing. ❌Focusing on your objectives, not theirs ✅First, demonstrate value, then explore mutual fit. 💬”Given your problem, here is how you accelerate. This is my method.” Buyers talk 28% more in calls that close. ❌Coming across as desperate ✅You choose whether you make an offer. 💬”I'm really excited for this opportunity," not "I really need to close to pay my kid’s tuition.” Discounting too early correlates with a 27% drop in win rates. ❌Treating an ask as dirty ✅Believe in yourself and your offer. 💬”If I feel we are a fit, I will tell how I work and ask for a decision at the end of this call.” Fastest sales cycles spend 53% more time clarifying next steps in the first two calls. My client made these easy fixes. Her close rate increased by 50%. Her confidence in herself? Up 100%. Try these easy fixes in your next call. Watch your close rate soar. Which do you believe will make the biggest difference?

Small tweaks in your sales script can turn “no thanks” into qualified sales calls. We reviewed a client’s outbound calls, made five key adjustments, and saw a 20% boost in engagement. Here’s what worked: 1. Start with a Permission-Based Opener Jumping straight into the pitch made prospects feel cornered, often leading to resistance. What We Changed: We switched to a permission-based opener like, “Hey, this is (name) from (company), we haven’t spoken before, I’m calling you out of the blue, but it'll take me 30 seconds to tell you why I called and then you can tell me if you even want to keep talking after that, does that sound fair” This gave prospects control and set a respectful tone. Prospects felt more comfortable and engaged when they had the option to continue, leading to smoother, more productive conversations. 2. Use “You” Instead of “We” The scripts were too brand-focused with “we” and “our” statements, making it sound impersonal. Shifting to “you” language made a huge difference. Instead of “We offer the best solution,” we said, “You deserve a solution that actually fits.” Prospects felt the call was about them, not us. 3. Add Specific Social Proof Generic claims weren’t cutting it. Instead of “We’ve helped hundreds,” we got specific: “Last quarter, we helped [X industry] achieve [result].” Specifics boosted credibility and helped prospects see the potential value for themselves. 4. Ask Open-Ended Questions Closed questions led to dead-ends. We replaced “Do you struggle with [problem]?” with “What challenges are you facing with [problem]?” This invited prospects to share more, making the conversation richer and helping us respond better. 5. Frame Price with Value Mentioning price early often scared people off. Instead, we tied price to benefits: “With an investment of $X, you can achieve [result].” Positioning price in correlation to perceived value kept the conversation moving forward. These small changes led to big improvements in qualified booked appointments. ___________________________________ Follow Dylan Rich for more tips on scaling your sales team

Q4 is crunch time for salespeople. Here are 5 things I do to close as much business as possible: First, what most sellers do: - Have "happy ears" on their deals when they forecast them - "Wish" and "hope" are their strategies for closing - Asking softball questions in later stages to avoid friction - Not know each account like the back of their hand - Blindly discount to (hopefully) save their ass in the end Here's what I recommend instead: 1) Look For Trouble Don't ask "why will this close", ask "why will this NOT close" and go proactively handle the issues. You can use something like MEDDICC (or similar) for a fundamental list of things to look for. Later in the deal cycle, introduce friction. Ask about Procurement, Legal, The Exec Sponsor, the uncomfortable thing you want to know. Not only will it help you earn respect and close, it'll help you eliminate weak deals off your plate. 2) Mutual Account Plan I use a Google Sheet for this and line out every action that will need to happen in the deal AND post-sale for the client to have a successful outcome. This is a draft that I co-work on with the prospect so we can be on the same page. Think about point #1 ^, vacations, timelines and what happens post-sale to make this feel real. 3) Next Steps Simple: no definitive next step = no deal. 80%+ of deals should have a next call landed on the calendar. Come prepared to each call with a proposed step that moves the process along. 4) No Blind Discounts When in doubt, most reps offer a 10% discount to "sign this month", with no knowledge that the discount was needed or that the buyer has authority to sign this month. I'm not against concessions. But make them a give/get to maintain the right dynamics in the sales process. 5) Be A Human If I'm close to a goal, I'll share that. If I feel anxious about a part of a deal, I'll share that. If something feels off, I'll share that. I do it with high integrity and think it plays out in my favor so that we have honest conversations together. Not a definitive list but some tips that have helped me out in the past. What are you doing to secure Q4 deals?

Here’s the proposal template that helped me close over $100 million in enterprise sales: It’s also helped my clients close more than 50% of their deals when they use it. And until now, I’ve never shared it publicly. Most sellers are great at pitching features. But the ones who consistently win big deals? They know how to tell a great story. The truth is, executives don’t buy products - they buy confidence. They buy vision. They buy a story they want to be part of. If you want to sell like a top 1% seller, you need a proposal that doesn’t just inform… it moves people. Here’s how I do it 👇 The Story Mountain Framework for Sales Proposals: 1. Exposition – Introduce the characters and setting. Start with them: → “You’re trying to expand into new markets… to grow revenue… to unify your tech stack…” Set the vision. Make them the hero. 2. Rising Action – Lay out the challenges and obstacles. → “But growth stalled. Competitors moved faster. Customer churn increased.” Quote discovery calls. Surface real pain. Build emotional tension. 3. Climax – Introduce your solution. → “Then you found a better way…” Now show how your solution helps them overcome the exact obstacles you outlined. 4. Falling Action – Ease the tension. → “Here’s our implementation plan. Here’s the ROI. Here’s how others in your industry succeeded.” Give them confidence that this won’t just work—it will work for them. 5. Resolution – End with clarity. → “Here’s our mutual action plan. Let’s get started.” Lock in buy-in, next steps, and forward momentum. This structure has helped me close some of the biggest deals of my career—including an $8-figure enterprise deal at Salesforce where I used this exact approach. I broke it all down in this week’s training—and for the first time ever, I show you the actual proposal I used AND tell you how to access my Killer Proposal Template for free. 👀 Watch the full training here: https://lnkd.in/gPY_cvv5 No more boring product pitches. No more ghosting after the readout. Just proposals that close.