Opening (First 10 Seconds)
Pattern Interrupt + Permission
“Hi [Name], this is [Your Name] from Apparate. I know I’m calling out of the blue—do you have 30 seconds for me to tell you why, and then you can decide if it’s worth continuing?”
Why it works: Acknowledges the interruption, gives them control, and earns permission to continue. Most people say yes to 30 seconds.
Value Statement (Next 20 Seconds)
Problem → Solution → Proof
“We help [type of company] solve [specific problem]. We recently helped [similar company] achieve [specific result]. The reason I’m calling is that based on [trigger/research], it looked like this might be relevant to you.”
Example: “We help B2B tech companies book more qualified meetings without hiring more SDRs. We recently helped a SaaS company add 40 meetings per month to their pipeline. I noticed you’re hiring sales roles, which usually means pipeline is a priority.”
Discovery Questions
Situation → Problem → Implication → Need-Payoff
Situation Questions
- “How are you currently generating outbound pipeline?”
- “What does your sales team structure look like?”
- “What tools are you using for prospecting?”
Problem Questions
- “What’s been the biggest challenge with outbound this quarter?”
- “Where are you seeing the most drop-off in your funnel?”
- “How much time is your team spending on prospecting vs. selling?”
Implication Questions
- “What happens if pipeline stays at current levels?”
- “How is that affecting your ability to hit targets?”
- “What’s the cost of a missed quarter for your team?”
Need-Payoff Questions
- “If you could add 30-50 qualified meetings per month, what would that mean for your numbers?”
- “How valuable would it be to free up your team to focus on closing?”
- “What would hitting target consistently do for the business?”
Qualification Framework (BANT)
| Element | Question |
|---|---|
| Budget | ”Do you have budget allocated for sales development initiatives?” |
| Authority | ”Who else would need to be involved in a decision like this?” |
| Need | ”On a scale of 1-10, how much of a priority is increasing pipeline?” |
| Timeline | ”When would you ideally want to have a solution in place?” |
Transition to Meeting
Summarise → Propose → Confirm
“Based on what you’ve shared—[summarise key points]—it sounds like there’s a real fit here. I’d love to set up a proper call where I can walk you through exactly how we’ve helped companies like yours and answer any questions. Do you have 30 minutes this week or next?”
If they hesitate: “I promise it’ll be valuable either way—even if we’re not the right fit, I’ll share what’s working for other companies in your space.”
Handling Gatekeepers
Be direct and respectful
“Hi, this is [Name] calling for [Prospect]. Is [he/she] available?”
If asked what it’s regarding: “It’s about their sales pipeline—[he/she]‘ll know what it’s about.” (Only use if you’ve had prior contact or clear trigger)
If blocked: “I understand. What would be the best way to get 5 minutes on [his/her] calendar? I’d rather go through the right channel than keep calling.”
Call Preparation Checklist
- ✓ Research the company (recent news, job postings, tech stack)
- ✓ Identify the trigger for calling (why now?)
- ✓ Prepare 2-3 relevant case studies or proof points
- ✓ Have your calendar open for booking
- ✓ Know your fallback (email, LinkedIn, call back time)