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💡 Quick Tip:
Customer relationship management (CRM) systems like HubSpot CRM allow you to dial directly from your desktop device. It also offers extensive call tracking and conversational intelligence to help you make more effective cold calls over time.
Sales reps can use effective outbound call scripts to move leads through the sales process faster. A well-structured script not only helps improve lead generation and nurturing efforts but also reduces agent errors during the interaction with prospects. Here are nine outbound sales call script examples based on specific objectives, from setting an appointment and citing a referral to promoting a product and crafting a final follow-up voicemail.
Download our free sales script templates and customize them to move leads through your sales process more efficiently.
1. Discovery Call Script
A discovery call is the rep’s first interaction with a prospect who shows interest in your product or service. This is part of the lead qualification process—in addition to lead scoring—that helps you evaluate and identify the leads most likely to convert into customers. This outbound sales call script sample will help you build rapport with the prospect and discover their pain points and goals.
Hi, [lead name]! How are you doing today?
*prospect responds*
That’s wonderful. Thank you for taking the time to speak with me right now. I’m looking forward to learning more about you and your business.
First of all, I noticed that [mention the fact about lead]. How is that working out for you?
*insert the following questions in the conversation*
- What do you consider to be the biggest challenges you are facing in your existing role?
- Are you working on finding a solution that will help you address those challenges?
- What solutions or methods are you currently using to help solve those problems?
Pro tip: Use a customer relationship management (CRM) platform like HubSpot CRM to collect insights during discovery calls. As part of HubSpot’s sales management features, sales reps can collect specific information during calls using an outbound sales script. This provides uniform data about leads, such as sales stage, duration until purchase decision, and the prospect’s priorities.
HubSpot CRM discovery call script (Source: HubSpot)
2. Gatekeeper Sales Script
Many outbound sales reps find themselves in positions where they have enough information to contact an organization but not the decision-maker—putting them in touch with a gatekeeper. In this situation, the objective is to be forwarded to the decision-maker or at least obtain their contact information.
Hi, my name is [your name], and I’m calling from [your organization name]. I was hoping you could help me find the right person to speak with.
I’m trying to connect with someone who manages your [department/job function that would likely be a purchaser of your product/service]. Do you know who that might be?
*Gatekeeper names person*
Excellent. I’d love to try and connect with them if possible. Are you, by any chance, able to forward me?
(Scenario 1: Gatekeeper forwards you to decision-maker’s phone → Initiate other sales scripts)
(Scenario 2: Gatekeeper can’t forward you but provides decision-maker’s contact information)
Awesome, that’ll work too. Thank you for your help. I’ll leave my information with you and reach out to [contact name] in a few days.
(Scenario 3: Gatekeeper does not have information or cannot disclose it)
No worries. How about I leave my information with you to pass along to [contact name], and I will follow up again next week? Can you tell me the best time to reach [decision-maker’s name]?
3. Appointment-setting Sales Script
Typically the most common cold-calling objective, appointment-setting sales call scripts are used to schedule a product demo or sales presentation. This outbound call recording script lets your prospect learn more after introducing your products or services. Regardless of what you sell, the outbound call center script can be customized to suit your business and help you move prospects from brand awareness to interest in what you offer.
Hi, [lead name]! This is [your name] from [your organization name]. We haven’t had a chance to talk directly yet, but I saw that your company is one of the top providers of [specific product/service your prospect offers], and I wanted to quickly share ways we’ve helped other businesses similar to yours. Is this an OK time to chat for a minute?
*Client agrees to chat*
Excellent. So, we are a [product/service] business that specializes in [market niche or specific solutions], which is why I wanted to reach out to you directly. Our [product/service attribute] solution gives you the benefits of [the benefit of using product/service].
I’d love to show you more with a 15-minute [demo or presentation]. Are you free early next week so I can highlight the [features or services] to see if it’s a good fit?
(Scenario 1: Prospect agrees)
Great, if I can get your email address, I send you an invite to my calendar portal so you can pick a time that works for you.
(Scenario 2: Prospect rejects/objects without reason)
OK, no worries. I can email you some additional information for reference, so if you have a need for our services later, you’ll have it and my contact information. What’s a good email address for you?
(Scenario 3: Prospect objects due to reason: budget, fear of change/commitment, unfamiliar brand, or is happy with current provider)
I totally understand your concerns. What I can tell you is that:
(Scenario 3.1: Budget)
Purchasing [product or service] can be looked at as a strong investment that can [value obtained from solutions such as cost-saving or increased productivity]. In fact, all of our clients similar to your business see on average [value stat about return on investment (ROI), increased productivity, decreased cost, increased sales, etc.].
(Scenario 3.2: Fear of change)
While making a large [systematic or operational] change may seem scary at times, sometimes it is necessary to [put yourself in a better overall position or remain competitive in your market]. In fact, we’ve seen businesses similar to yours and even some competitors acquire [stat about value obtained from your solution]. Most of them even say the transition was easier than anticipated.
(Scenario 3.3: Prefers familiar brand)
We do get clients who have used those firms in the past and found issues with [potential issues]. The thing that makes us different and has been an attractive trait for new businesses is [unique selling proposition].
(Scenario 3.4: Happy with current provider)
I’m not looking to change your mind about a purchase decision. I would like to learn more about your needs and share more about how we may be able to help in the future. Is there anything, in particular, that you like a lot about your current provider? Also, what are some things you think could be improved about your current provider? [Find potential value proposition gaps].
Pro tip: Some CRM systems like HubSpot CRM have a free meeting scheduler that helps eliminate back-and-forth emails. Leverage this tool to let your prospects automatically book a meeting with you or multiple members of your team. Read our in-depth HubSpot CRM review to learn more about its full features and capabilities.
4. Voicemail (& Voicemail Follow-up) Sales Script
When doing cold calling outreach, you’re often in a position where you need to leave a voicemail because the prospect doesn’t answer. It’s wise to have an outbound call example ready to go so that you can leave an effective voicemail that entices the lead.
Hi, [lead name]! This is [your name] from [your organization name].
I’m sorry I didn’t get a chance to connect with you directly, but I’d love to schedule a few minutes next week to show you how we’ve helped businesses like yours reap the benefits of [the benefit of using product/service] by [using or investing in] our [product or service].
You can reach me at [phone number]. I understand you are busy, so if I don’t hear from you, I will follow up later next week.
I look forward to hearing from you.
While this outbound sales call script example is solid for voicemail situations, leads often do not return calls left by a salesperson. Have a plan to follow up on the voicemail after a week or so, and have a sales call template ready for that follow-up call.
Hi, [lead name]! This is [your name] from [your organization name]. I’m glad I was able to reach you this time. I wanted to follow up on the voicemail I sent last week. Is this an OK time to chat for a second? *Client agrees to chat* Excellent. So, I touched on it briefly in my previous message, but we are a [product/service] business that specializes in [market niche or specific solutions]. Our [product/service attribute] solution gives you the benefits of [the benefit of using product/service]. I’d love to show you more with a 15-minute [demo or presentation]. Are you free early next week so I can show you the [features or services] to see if it might be a good fit?
Similar to the appointment-setting spiel for sales, you then handle rejections or objections voiced by the lead contact and adjust accordingly. Additionally, while this outbound script assumes your voicemail follow-up objective is to set an appointment, that’s not always the case. In this situation, you’d have to craft the script to fit your call to action.
5. Post-conversation Sales Script
Outbound calling isn’t just for cold outreach—many times, it’s to follow up on previous conversations. You may have gone as far as to present a full sales pitch or product demo where the lead expressed they were very interested. This means your new objective is to get them closer to a purchasing decision, which can be triggered using this closing spiel for an outbound call campaign.
Hi, [lead name]! This is [your name] from [your organization name]. How’s your day going?
Excellent, that’s great to hear! So, based on what I gathered from our previous [conversation, demo, or presentation], we are a great fit for your [product or service] needs.
I’d like to get us moving to the next stage in the process. Typically, we [send a proposal, quote/underwrite your business, or schedule a free consultation to further evaluate] to give you a comprehensive understanding of our offering along with pricing information.
Is this something you are ready for?
(Scenario 1: Lead is not ready for next steps)
No worries at all, and no rush. I’ll follow up with you in about a month or so and see if anything changes. Of course, feel free to contact me if you have any questions or your readiness changes.
(Scenario 2: Lead is ready)
That’s great to hear! On my end, I’ll [generate a proposal, send application/quoting documents, or send an email to schedule the next call] so we can get everything moving. In the meantime, feel free to reach out if you have any questions or concerns.
Pro tip: CRMs are a vital tool for all aspects of the outbound sales call process. Salesforce Essentials, for instance, offers telephonic capabilities to place outbound calls, comes with note-taking features to document information from those calls, and integrates with popular applications like DocuSign to easily send signable proposals after a call is completed.
Salesforce Essentials dialer configuration (Source: YouTube)
6. Referral Sales Script
One smart way to gauge a lead’s interest is by citing a referral or mutual connection. This outbound sales call script sample does just that as a method for getting your foot in the door with the contact. Before using this outbound calls script, however, be sure to obtain permission from the referrer or mutual connection prior to using their name.
Hi, [lead name]! This is [your name] from [your organization name].
Alternative 1: [Referrer] told me to reach out as they mentioned you were having trouble with [problem they are having].
Alternative 2: I saw that we were both good friends with [mutual connection], so I wanted to make a direct introduction.
Is this a good time to talk for a minute?
(Scenario 1: Prospect says it’s a good time)
Great! So, we are a [product/service] business that focuses on [market niche or specific solutions], something your business could definitely find value in.
Our [product/service attribute] solution gives you the benefits of [the benefit of using product/service]. I’d love to show you more with a 15-minute [demo or presentation]. Are you free early next week so I can show you the [features or services] we offer?
(Scenario 2: Prospect says it is not a good time)
No worries. Can we arrange 10 minutes to talk next week when it’s a better time for us to chat?
Pro tip: An automated scheduling software like Calendly is a great way to streamline your meeting scheduling process after a prospect agrees to a meeting. A pre-created event calendar can be created based on your scheduling preferences and then sent as a link to a prospect to find a time that works for them. Once the event is made, it is automatically synced to each of the attendees’ calendars.
HubSpot CRM’s integration with Calendly (Source: HubSpot)
7. Promotional Sales Script
Special offers or limited-time deals are effective tactics and are important elements to be included when making a sales plan. This strategy helps expedite the sales process and quickly gets a lead to the decision phase. You can incorporate this in your outbound call opening script and use it in sales mock-up calls for new reps. This sample script for selling a product provides the opportunity to communicate your promotional sales deal and handle common objections you may encounter.
Hi, [lead name]! This is [your name] from [your organization name].
I haven’t gotten the chance to reach out for an introduction, but I want to let you know about a special offer we are currently promoting for [time range or specific company attribute].
We are [providing or offering] [special offer: free consultation, free trial, discount, bulk deal, etc.] to help businesses like your own benefit from [the benefit of taking the special offer].
Is this something you are interested in learning more about?
(Scenario 1: Prospect expresses interest)
Excellent. Why don’t we do this? If I can get the best email address for you, I can send you all of the details of the special offer and the link to [sign up, redeem, or schedule special offer] to get the ball rolling.
(Scenario 2: Prospect rejects/objects without reason)
No worries at all. I’d love to get your email address and send you some additional information in case you change your mind.
(Scenario 3: Prospect objects due to reason: budget, fear of change/commitment, unfamiliar brand, or is happy with current provider]
I totally understand your concerns. What I can tell you is that:
(Scenario 3.1: Budget)
This [special or promotional] offer is a great [low-cost or no-risk] opportunity to see what we are all about and why our [customers or clients] are constantly satisfied with our offerings through the value they attain.
(Scenario 3.2: Fear of change)
This [special or promotional] is a great [no-risk or zero commitment] opportunity to see what we are all about and why our [customers or clients] are constantly satisfied with making that commitment to our [solution, service, or product].
(Scenario 3.3: Prefers familiar brand)
This [special or promotional] is a great [low-cost, no-risk, or zero commitment] opportunity to learn about our brand and become familiar with what we stand for and the value we offer to our [customers or clients].
(Scenario 3.4: Happy with current provider)
This [special or promotional] is a great [no-risk or zero commitment] opportunity to learn about our brand and see why our unique value proposition might be a better fit for your business compared to your current provider.
8. Warm Outbound Sales Call Script Sample
There are times when you have already reached out to a sales lead via email or social media but still have not received a response. In this situation, you can give them a call to catch their attention. This multichannel strategy allows you to warm up a lead before giving them a cold call. Use this outbound sales call script sample to reach a prospect that you’ve interacted with in the past using an alternative channel.
Hi, [prospect’s name]. I’m [your name] from [your company].
I reached out to you via [email/message] the previous week. I wonder if you’ve had a chance to read it.
*Respond accordingly to the prospect’s reply*
The reason why I contacted you last week and am now calling is that I want to talk to you about [your company’s product/service]. I also want to discuss its benefits for you.
Is now a good time to talk?
*Prospect agrees*
That’s fantastic. In my previous message, I mentioned that our company specializes in [your product/service], which I believe could really help your business.
I’d love to share more of its features and benefits with you. Are you available on [recommended date and time] for a quick [demo or consultation] so that I can show you the [product/service] and see if it’s a good fit for you?
9. Final Follow-up Voicemail Sales Script (Hail Mary)
After months of following up with a lead and leaving voicemails, attempt one final “Hail Mary” to connect with the person and utilize a “now or never” situation. Compared to the other outbound sales call script examples, this one may seem out of desperation. However, a huge part of lead qualification is the interest they show. That said, you should use this sales script template as a way to eliminate the leads who aren’t a good fit so you can prioritize worthwhile opportunities.
Hi, [lead name]! This is [your name] from [your organization name]. I know [it’s been a while since we last talked or I’ve reached out quite a bit], but I wanted to try to connect with you one more time before I close your file.
Based on [our prior conversations or my research], you [were interested or would be a great fit] [in or for] our [product or service] due to [reason they would be interested or a good fit].
Please give me a call back at your convenience and let me know what we can do to [start or restart] the conversation.
If you’ve decided it’s not a good fit right now, let’s talk about it and decide when to revisit.
I look forward to hearing back from you soon.
Using Call Scripts in a Sales Mock-up Call
A sales mock-up call is a dry run for a sales call wherein two individuals play the characters of a customer and a rep. It gauges a rep’s skills, allows them to practice real-life scenarios, and identifies areas for improvement. A sales mock-up call is usually done either during a job interview or as part of the training process.
Here are common mock call scenarios that you can play out with your reps, as well as the main objective of each situation:
- Run-of-the-mill cold call: Helps new reps and sales development representatives (SDRs) get acquainted with call introductions, objection handling, and specific company messaging.
- Dealing with an irate prospect: Is used to challenge reps at any level in demonstrating their ability to remain calm while conversing with difficult prospects.
- Interacting with C-suite executives: Prepares seasoned reps for situations where they need to negotiate with executives and company decision-makers.
You can use the outbound call scripts example in the previous section and apply them to the appropriate situation in your sales mock-up call. When done right, these exercises can effectively improve your reps’ sales skills and confidence.
Key Sales Calls Statistics
For additional insights on outbound sales calls and how sales reps feel about them, check out some of these interesting stats below:
- Voice call is the top preferred communication channel of businesses and consumers
- The best time to make a cold call is between 4:00 pm and 5:00 pm
- Wednesday is the best day for making cold calls—Monday is the worst
- 31% of agents open a sales call with, “Is this a good time?”
- Top performers make 54% more conversation switches on sales calls
- 35% of buyers consider repeated cold-calling as a deal-breaker
Pro tip: Check out our article featuring 30 cold calling statistics to stay updated on the latest trends and best practices for cold calls.
Frequently Asked Questions (FAQs)
When writing an outbound call script, you should include a concise introduction, your pitch, a few prequalifying questions, and the benefits of your product or service. You should also create a powerful closing that contains the information your prospect needs to lead them closer to a purchase. This could include your unique selling proposition and a strong call to action that invites them to a quick demo or sales presentation.
To make good outbound calls, start by using an automatic dialer like the one in Salesforce Essentials. It is also important to give your agents scripts that correspond to different call situations, like the ones detailed in the outbound call script examples above. In addition, you can use email and social media messaging alongside calls and train your agents to properly address common objections.
Positive scripting in customer service is the practice of using polite language in outbound cold calling scripts to lessen customer frustration and to make customers feel acknowledged. Examples of positive language include a good greeting (“Good morning! Thank you for calling…”) and an apology (“I’m sorry to hear about this inconvenience…”). Other examples include suggesting a solution (“Let me find that information for you…”) and ending on a good note (“I hope you have a wonderful day.”)
Bottom Line
These outbound sales call script examples are important to a sales plan, which is one of the key aspects of sales management. They help new reps during sales mock-up calls and guide sales reps in fostering effective sales calls. Plus, the free call script templates can easily be customized to your sales team based on your industry, prior engagement with the lead, and outbound calling objectives. Combine these cold calling script examples with the right software tools to yield a more organized and productive sales operation.
