Sales Call Scripts & Objection Handlers

🎯 Initial Cold Call Script

Opening (First 10 seconds)

"Hi [Name], this is [Your Name] from [Company]. I know you're busy, so I'll be brief. We specialize in helping [facility type] like yours reduce cleaning costs while improving service quality. Do you have just 30 seconds for me to explain how we've helped similar companies save 15-20% on their cleaning expenses?"

💡 Opening Tips

• Get permission to continue talking
• Mention a specific benefit
• Use a time constraint (30 seconds)
• Reference similar companies

Value Proposition (If they say yes)

"Great! We work exclusively with [facility type] and have developed a cleaning system that typically reduces costs by 15-20% while improving cleanliness scores. For example, we just helped [similar company type] in [nearby area] cut their monthly cleaning bill from $[X] to $[Y] while getting better results. What I'd like to do is spend 15 minutes understanding your current situation and see if there might be a fit. Are you the person who handles facility management decisions, or should I be speaking with someone else?"

Qualifying Questions

1. "What's your current cleaning arrangement - do you have in-house staff or use an outside service?"

2. "How satisfied are you with your current cleaning on a scale of 1-10?"

3. "What's your biggest challenge with your current cleaning situation?"

4. "If you could improve one thing about your cleaning service, what would it be?"

5. "What's your approximate square footage / how many employees do you have?"

Setting the Appointment

"Based on what you've shared, I think there could be a great fit here. What I'd like to do is come by for a quick 15-minute walkthrough of your facility. I can give you a no-obligation assessment and show you exactly how we could [specific benefit they mentioned]. I have some time Thursday at 2pm or Friday at 10am - which works better for you?"

🤝 In-Person Sales Meeting Script

Opening Rapport

"Thanks for taking the time to meet with me today. As I mentioned on the phone, I specialize in helping [facility type] improve their cleaning quality while often reducing costs. Before we walk through your facility, can you tell me a bit about your business and how long you've been here?"

Discovering Pain Points

"Tell me about your current cleaning situation. What's working well, and what's not working as well as you'd like?"

"What would happen to your business if your cleaning wasn't done properly? How would that affect your employees/customers?"

"If we could solve [their main concern] and save you money at the same time, how valuable would that be to you?"

Presenting Your Solution

"Let me show you exactly how we'd handle your facility differently. We use what we call our [Your System Name] which has three key components:

1. Quality Assurance - We have a 22-point checklist that ensures consistency every single visit

2. Efficiency Systems - Our team uses proven methods that clean more thoroughly in less time

3. Communication Protocol - You'll have my direct number and monthly quality reports

Based on your [square footage/requirements], I can provide this service for $[X] per month, which is actually [comparison to current cost]. Does that fit within your cleaning budget?"

Closing

"So let me ask you this - if we can deliver cleaner facilities, better communication, and save you [amount/percentage] every month, is there any reason we couldn't get started next week?"

[If hesitation]

"What questions do you still have that would help you feel confident about moving forward?"

🛡️ Common Objections & Responses

Price Objections

"Your price is higher than our current service."

"I understand price is important, and I appreciate you being direct about that. Let me ask you this - if your current service was doing everything perfectly, would you be taking this meeting with me today? The reality is, the cheapest option usually ends up being the most expensive when you factor in the problems it creates. Our clients typically find that the small difference in monthly cost is more than offset by the improved results and peace of mind. What's most important to you - the lowest price or the best value?"

"We need to get other quotes first."

"That's a smart approach, and I'd do the same thing in your position. Can I ask what specific criteria you'll be using to compare the different options? Most of our clients tell us they wish they had started with us first because we do things differently than the typical cleaning company. What if I could guarantee that our service will outperform any other quote you get, or I'll match their price AND give you a full refund of your first month? Would that give you confidence to move forward today?"

Timing Objections

"We're locked into a contract with our current service."

"I completely understand, and contracts are important. Can I ask when that contract expires? What I'd like to do is start the process now so we can begin service the day your current contract ends. That way, you won't have any gap in service. Also, many contracts have performance clauses - if your current service isn't meeting certain standards, you may have options. Would you like me to review your contract language? I've helped other clients navigate similar situations."

"This isn't a good time for us to make changes."

"I hear that a lot, and timing is never perfect for changes. But let me ask you this - is there ever really a 'perfect' time to improve your cleaning situation? The problems you're experiencing today will still be there next month or next quarter. In fact, they'll probably get worse. What we've found is that the businesses who act quickly are the ones who see the fastest improvements. What would need to happen for the timing to be right?"

Authority Objections

"I need to discuss this with my partner/boss/committee."

"That makes perfect sense. Important decisions like this should involve the right people. Help me understand the process - what specific information will [person] need to make this decision? What concerns might they have that I should address? Would it be helpful if I prepared a summary of our conversation and the benefits we discussed? Or would you prefer that I present directly to them? I want to make sure they have all the information they need to feel confident about this decision."

Satisfaction Objections

"We're happy with our current service."

"That's great to hear! It sounds like you have a good relationship with them. Can I ask what you like most about their service? [Listen] Those are definitely important qualities. Let me ask you this though - if you're completely satisfied, what made you take this meeting with me today? Most people don't meet with other cleaning companies unless something could be improved. What would make your cleaning situation even better than it is today?"

📞 Follow-up Call Scripts

First Follow-up (Next Day)

"Hi [Name], this is [Your Name] from [Company]. I wanted to follow up on our conversation yesterday about your cleaning situation. I've been thinking about what you shared regarding [specific pain point], and I have a couple of additional ideas that might help. Do you have a quick minute to talk, or should I call back at a better time?"

Second Follow-up (One Week Later)

"Hi [Name], it's [Your Name] from [Company]. I know you mentioned you needed to [think it over/talk to your partner/get other quotes]. I wanted to check in and see how that process is going. Also, I just helped another [facility type] in [area] save $[amount] per month with the same solution we discussed for you. Do you have any questions about our proposal that I can answer?"

Final Follow-up

"Hi [Name], this is [Your Name] from [Company]. I don't want to be a pest, but I also don't want you to miss out on the opportunity to [specific benefit you discussed]. I'm going to assume that your cleaning situation has been resolved or that our service isn't the right fit at this time. I'll stop following up, but if anything changes or if you have questions in the future, please don't hesitate to call me. Have a great day!"

✅ Pre-Call Preparation Checklist

Research the Prospect

Look up their website and understand their business
Check Google Maps for facility size and type
Find the decision maker's name and title
Research their current cleaning situation if possible
Identify potential pain points for their industry

Have Ready

Calculator for quick pricing estimates
Your calendar for scheduling appointments
List of similar client success stories
Your standard service overview/brochure
Pen and paper for taking notes

Mindset Preparation

Remember: You're helping them solve a problem
Every "no" gets you closer to a "yes"
Ask questions and listen more than you talk
Focus on value, not price
Be confident but not pushy

📊 Tracking Your Success

Key Metrics to Track

• Calls made per day
• Appointments scheduled per calls made
• Proposals given per appointments
• Close rate (deals won / proposals given)
• Average contract value
• Most effective time of day/week to call

Continuous Improvement

• Record your calls (with permission) and review them
• Ask clients why they chose you over competitors
• Ask lost prospects why they didn't choose you
• Role-play with colleagues to practice objection handling
• Update your scripts based on what works