B2B Sales Script for Financial Services: SNAP Selling Discovery Call

1. Introduction (30-45 seconds)

• Professional Greeting: Good [morning/afternoon], [Client’s Name]. This is [Your Name] from [Your Company]. How are you today?

• Purpose Statement (SNAP Selling): I appreciate you taking the time to speak with me. The purpose of our call today is to explore how our financial services can align with your current needs and objectives, ensuring we’re making it Simple, iNvaluable, Aligned, and a Priority for your business.

• Agenda Setting: In the next few minutes, I’d like to understand more about your financial goals, discuss some of the challenges you might be facing, and explore how our solutions could help. Does that sound good?

2. Main Content (3-5 minutes)

Framework-specific Questions (SNAP Selling)

• “Can you share with me what your top financial priorities are this quarter?”

• “What challenges are you facing in achieving these goals?”

Industry-specific Talking Points

• “Many of our clients in the financial services sector have seen a significant reduction in operational costs by optimizing their financial processes. Is process efficiency something you’re looking to improve?”

Value Propositions tailored to Decision Criteria Mapping

• “Based on what you’ve shared, improving efficiency and reducing costs are key. Our solutions are designed to streamline financial operations, offering [specific metric] improvement in process efficiency on average.”

Active Listening Cues

• “I see, that’s quite insightful.”
• “Could you elaborate a bit more on that point?”

Objection Handling Phrases

• “I understand that might seem like a big step, but many of our clients have found that the initial investment pays off in terms of [specific benefit].“

3. Key Questions (5-7 questions)

Open-ended Discovery Questions

1. “What specific financial processes are you looking to improve, and why?”
2. “How are your current solutions falling short of meeting your needs?”

Framework-aligned Qualification Questions

3. “In terms of decision-making, who else on your team should be involved in this conversation?”
4. “What timeline are you envisioning for implementing a new solution?”

Industry-specific Pain Point Probes

5. “Are compliance and regulatory changes impacting your current financial operations? How so?”
6. “How is the current economic climate affecting your financial strategy?“

4. Common Objections & Responses

Typical Objections at the Discovery Call Stage

1. Objection: “We’re currently locked into a contract with another provider.”

   Response: “I understand; switching providers can be a challenge. However, could we explore how our services could add value once your current contract is up for renewal? We often find planning ahead can yield better outcomes.”

2. Objection: “We don’t have the budget for new financial services right now.”

   Response: “Budget constraints are a common concern. Let’s discuss potential ROI and how our services could actually help optimize your current spending, potentially freeing up resources elsewhere.”

3. Objection: “We’re happy with our current processes and see no reason to change.”

   Response: “That’s great to hear you’re satisfied. Sometimes, though, there are opportunities for improvement that are not immediately apparent. Could we offer a free assessment to identify any potential areas for further efficiency or cost savings?“

5. FAQ Section (5-7 questions)

1. What makes your financial services different from other providers?

   Our solutions are specifically designed to be adaptable, ensuring they fit seamlessly into your existing operations while providing measurable improvements in efficiency and cost reduction.

2. How long does implementation typically take?

   On average, our clients are up and running within [specific timeframe], with full support from our team throughout the process.

3. Are your solutions compliant with [specific regulation]?

   Absolutely, compliance is at the forefront of our service design. Our solutions meet [specific regulation], ensuring you’re always ahead of regulatory changes.

6. Closing & Next Steps (30-45 seconds)

• Call to Action: Based on our discussion, it seems like there could be a strong fit between your needs and our solutions. I suggest we schedule a follow-up meeting to dive deeper into how we can specifically address your challenges. Does next Tuesday or Wednesday work for you?

• Clear Next Steps: Let’s plan for a one-hour meeting where we can involve any additional decision-makers from your team. I’ll send over a calendar invite along with some preparatory material.

• Timeline Setting: I believe starting this conversation early will give us ample time to thoroughly assess your needs and tailor our solution accordingly, aiming for a [specific timeframe] implementation should you decide to proceed.

7. Best Practices

Do’s and Don’ts

• Do: Maintain a consultative tone; this is a discovery call, not a hard sell.
• Don’t: Overload the client with information. Keep it relevant and focused.
• Do: Use the SNAP Selling principles to keep the conversation simple, invaluable, aligned, and a priority.
• Don’t: Ignore any hesitations or concerns. Address them head-on with empathy and understanding.

Framework-specific Tips

• Remember, the goal of SNAP Selling is to make the buying process as frictionless as possible for the client. Ensure every part of your pitch respects their time and intelligence.

Industry-specific Insights

• Stay up-to-date with the latest financial regulations and economic trends. This knowledge not only informs your solutions but also positions you as a trusted advisor.

---

This script is designed to guide you through a successful discovery call using the SNAP Selling framework, tailored specifically for the financial services industry. Adjust the specifics based on your audience and the flow of the conversation for the best results.