Business Scripts · Sales Script
The 8-Stage Sales Call
The full cold-call anatomy — the exact structure that booked a meeting with Mr. Rashid. Learn it, then use the example transcript slide to see it live.
BEFORE YOU DIAL — PREP (2 min)
1. Pick your entry trigger (e-invoicing Q4 > corporate tax > VAT audit > growth pain > new CFO).
2. Pull 3 researched facts: team size, revenue, one real detail (a listing, a review, a hire).
3. Know the target tier: Starter (AED 5–20M) · Growth (20–50M) · Professional (50M+).
Stage 1 — Opening (research-based, 5s)
"Hello Mr. [Name], this is [Rep] from SGC TECH AI. I have been looking into your business, and I believe you already have a strong profile in [industry] — you have around [N] [agents/employees], approximately AED [X], and [one researched detail]. I am calling because of [specific finding] that I believe genuinely deserves your attention."
Job: prove you did homework in 5 seconds. Name their numbers, not your company.
Stage 2 — Earning Permission (good news / bad news)
"I have good news and bad news for you, sir. Which would you like first? The bad news is that this is a cold call. The good news is that I have been researching your company, and what I am about to say in the next thirty seconds is highly relevant to you. Do you have thirty seconds, sir?"
Job: honesty disarms. A 30-second permission ask is easy to grant. Never skip it.
Stage 3 — Research & Qualification
"I saw multiple listings across different portals, most posted by your agents — eighteen agents from what I could count. I also saw the revenue you generated last year, in the region of AED 240 million. Is that correct, sir?"
If they correct you: "I appreciate the correction, sir." — accept it gracefully. Accuracy builds trust.
Job: confirm the facts you researched AND let the prospect correct you — the correction makes you human and credible.
Stage 4 — Surfacing the Pain
"I also came across a very negative review concerning your payment processing. Is that something that concerns you? My sense is the issue sits in your back office and is still handled manually. Is that accurate? I believe you are losing thousands of dirhams every month — manual compliance work is slow and burdens your agents, and there is a real risk some of them may leave. So I take it you would like this problem solved — is that right?"
Job: name a specific pain, attach a cost, add a risk (agent churn), then close with an assumptive “is that right?”. Wait for them to say yes.
Stage 5 — Painting the Future State
"Our solution removes this manual work entirely. Your agents will be satisfied, compliance will be handled, and you will have nothing to worry about — you can focus on growing your group. Is that what you want, sir? Over the next six months, would you like that kind of freedom?"
Job: sell the outcome, not the software. Get verbal commitment to the future state.
Stage 6 — Credibility & Proof (no push)
"This has been rolled out with a number of satisfied clients in real estate and other industries. Right now I want you to experience it and see it with your own eyes, so that you are the one who decides. I will not push you — simply look at the solution, and then let us see what we can do together."
Job: prove it works elsewhere, then hand control to the prospect. No pressure = trust.
Stage 7 — The Close (price is not the issue)
"Price is not the issue — the price will reflect our commitment to resolving a problem that is costing you millions of dirhams. Let us sit down for five minutes this coming Tuesday, either at 4:00 PM or in the morning at 10:00 AM. Which time would you like me to send the invitation for?"
Then take details: "I just need your email address and your WhatsApp number, so I can text you in case the email does not arrive."
Job: always offer two specific times (assumptive close) and capture both email + WhatsApp for same-day follow-up.
Stage 8 — Confirmation (mutual gain)
"That is very good, sir, and it works well for me too — both sides will gain real value from this, and I do not want you to be disappointed. Everything I will present is already relevant to your business. Thank you very much, sir."
Job: lock the agreement in with a mutual-gain frame and set the expectation that the demo will be relevant.
The win is the diagnostic booked, not the sale. Send the calendar link within 60 seconds of hanging up. Keep each stage to one or two sentences — the whole call is under 8 minutes.