AJS Sales Pitch Script

Question 1

What is Step 1: Welcome and get them comfortable.

Answer 1

Warmly greet them and ask them about their day. Spend a minute or two getting to know them.

Question 2

What is step no. 2: Confidently tell them what to expect.

Answer 2

1. To give you an idea of what we cover, I really want to better understand your challenges.
2. Is if it´s okay to dive into some questions, to see I’ll dive into some questions to see if Design Sprint will be helpful for you guys?
3. And then at the end we can talk about whether it’s a good fit for us to move forward?”

Question 3

What is step no. 3: What are they looking for?

Answer 3

1. What motived them to reach out (if it’s an inbound lead).
2. If it’s an outbound lead, ask what it was about your outreach that made them want to talk to you.

Begin to lightly explore the challenges that drove them to book a call with you.

Question 4

What is step no. 4: Questions, questions, questions!

Answer 4

1. Immerse yourself in their business and how it all works.
2. Get a full understanding of what they do.

What do they offer? , What team are they on?
Who are their customers?, What does it cost?, What’s their conversion rate? What’s unique about them?
Who do they report to?
What’s the culture?

Question 5

What is step no. 5: Talk about the hard stuff

Answer 5

1. What are the challenges they’re facing?
2. Ideally want them to come to the conclusion here that something needs to change.

“Now let’s get into the hard stuff. What is it that’s really bothering you at work right now? It can be anything from your product, to the culture, or just your day-to-day tasks”

Question 6

What is step no. 6: Their PERSONAL motivation?

Answer 6

This individual has intrinsic motivations for wanting your service. 9 times out of 10 the person wants to look good within their company (to get a promotion, raise, or just a good old confidence boost).

“So it sounds like your CEO really needs to see tangible results of a Design Sprint to take you and your team more seriously. I totally get it, and it’s something we help clients with all the time, for example this one client we just finished working with had a similar situation and what we did there was…..”

Question 7

What is step no. 7? What has stopped this happening before?

Answer 7

1. Getting them to tell you what went wrong, trying on their own, if ever.
2. Make them see the gap between their current and ‘desired’ state is that they haven’t brought in someone like you before,
3. Typically not having enough time, experience, or resources to do something like this.

“So you mentioned that you guys tried to run some Sprints internally last year but it was really hard to get buy-in from your senior managers, why do you think that was?”

Question 8

What is step no. 8? How motivated are they to change things?

Answer 8

1. Get them to admit to themselves, that they’d like things to change and fast.
2. Find out what it would mean for them if they could achieve what they want.

“It sounds like this culture of innovation and Design Sprints is something you want to introduce
pretty fast - would you say it’s something that ideally would happen in the coming months?”

And “what would it mean for you if you were running successful Design Sprints regularly?”

Question 9

What is step no. 9? Here’s how we can help…

Answer 9

1. Step in and give a sleek description of what you do.
2. Relate it to the points they discussed when you were asking them questions.

“Ok thanks so much for answering all my questions - that was really useful and based on what
you said I definitely think we can help you here. I know you know a little bit about what you do,
but just briefly, our job at AJ&Smart is helping people like you with…..”

Question 10

What is step no. 10? The details

Answer 10

Ideally the prospect will ask you questions about how they can work with you. Things like:
“So how would we move forward?”
And the magic question of “what does it cost?”

1. Deliver this information clearly and answer questions they have about how you work.
2. Primarily you want to stay focused on the outcome of your work instead of all the small details.
3. You can let them know that the sales deck you’ll send will contain all the specific details.

Question 11

What is step no. 11? Get commitment

Answer 11

1. Unlikely that you’ll get a close directly on the phone (sometimes it does happen though!)
2. If not, ask them when they plan to discuss this with their team/stakeholders
3. When you can expect to hear back from them.
4. You could apply some urgency to give them a time by which to have made a decision.