Sales Call Scripts and Objection Handling

Once a prospect agrees to a conversation, there, the next step is conducting a sales call that builds trust, demonstrates value, and clearly presents your solution.

The 7-Step Sales Call Framework

Step 1: Build Rapport

Hi [Name], thanks for taking the time to speak with me today. I really appreciate it.

I've spent some time looking into your business and I was impressed by the work you've done.

Before we jump into the marketing side of things, I'd love to learn a little more about your company. How long have you been running the business?

Step 2: Identify Their Current Process

Ask questions like: "How do most of your customers currently find you?" and "Do you rely mainly on referrals?"

Step 3: The Mirror Technique

Step 4: Share Key Insights

Highlight 2-3 key opportunities from your research. Be specific, not vague.

Step 5: The Value Anchor

Before you ever mention price, ask this question:

"If I could get you 5 extra enquiries per week from homeowners in {targetLocation} who are actively looking for a {targetIndustry} company — what would that be worth to your business?"

Let them answer. Whatever number they give you becomes the anchor. If they say "that would be worth £5,000 a month to us" — your £500 fee is now 10% of the value. They've justified the price before you've even quoted it.

Step 6: Present Your System

Position your offering as a complete customer acquisition system, not separate services. Never present pricing first — let them tell you what result they want, THEN attach a number to it.

Step 7: The Trial Close

Pricing on the Call

£500/month for managing the entire system, plus the advertising budget. Focus on ROI: "Just one additional customer per month can easily cover that investment."

Never say your price first. Always get their value anchor first ("what would 5 extra leads per week be worth to you?") then present your fee as a fraction of that value.

Common Objections

"This sounds expensive." — "I understand. Let me ask — you said 5 extra leads would be worth £5K to your business. We're asking for £500 plus ad spend. That's a 10x return. Where else can you invest £500 and potentially get £5,000 back?"

"We get work through referrals." — "That's great — referrals are the best kind of customer. But what happens when referrals slow down? This system ensures you have a consistent flow of enquiries even in quiet months. It complements referrals, it doesn't replace them."

"I'm not sure marketing works." — "I completely get that — a lot of businesses have been burned before. That's why everything we do is tracked. You'll see exactly which ads are generating leads, how much each lead costs, and which ones convert to paying jobs. Full transparency."

"I need to think about it." — "Absolutely, take your time. Just so you know, I'm only taking on 2-3 new clients this month to make sure I can deliver great results. If you decide to go ahead, just drop me a message and we'll get started."