The 5 Phone Call Script Frameworks
About Script Frameworks
What’s a phone script “framework"?
Frameworks provide the “bones”, or “foundations” to a cold call. They are the structures that hold up a conversation to provide consistency, proper value delivery, messaging resonance, built trust, and successful next steps.
The difference The H2H Method provides is the knowledge, data, and efficacy in its power to produce results for SDRs is based on 8 years of analysis across 2500+ industry combinations. The outcomes are reflections of how humans connect from 0 to 1 in the sales process from no relationship to established business relationship.
Each H2H Framework represents a conversation strategy tailored to a market persona archetype, designed to reach an objective a certain way, or, a combination of both!
The 5CX5 structure
Components
The 5 components (5CX5) of a cold call
Frameworks are composed of components and subcomponents, each with their own Assumptions, Purposes, and Instructions. As we call them, APIs! Components are major checkpoints along a call. Subcomponents are minor checkpoints – very important, but not always possible or necessary to completely depending on the situation.
Each component consists of an API that provides the specific guidance on laying the right foundation when developing messaging for each component in building a framework.
NOTE: You can read more in depth about frameworks and components in the book about The H2H Method I wrote called Trust Call here! Available in softcover, hardcover, and Kindle!
Quick Prop (QP)
Hone-in (Hi)
Calling Prop (CP)
Next Steps (NXTS)
Qualifying Questions (QQ)
The 5CX5 structure gives sales development reps (SDRs) a leg up because it acts both as a guardrail and conversation steps as SDRs move toward the end goal of the call. This structure enables SDRs to focus and build muscle memory around the steps they should guide their prospect through while building trust and value.
What does an H2H script with components look like in practice?
The 5CX5 component combination for the CCF is a conversation structure that has been developed by studying tens of thousands of conversations and thousands of appointments or “next steps” identified. It’s the framework found most commonly in our B2B sales development conversations, and it is designed to follow specific human-to-human conversation exchange types. The person initiating comments asks a question, the recipient answers, the first person responds, and there are questions from both sides. This continues until a point is given, taken, or learned. The components and subcomponents within the 5CX5 boil down the conversation’s flow into different pieces that can be labeled for context and summarized in any given sales-development cold phone call.
Here is a simplified script breakdown to convey how the components work in our Consultative Conversation Script Framework (CCF)
- When the SDR first reaches the prospect on the phone, the conversation begins with the Quick Prop (QP). The QP is a quick description of what the offering is with a light feature or benefit.
Hi, my name is ______ with Superhuman Prospecting. We provide stateside cold calling and phone appointment setting for small to mid size businesses.
- The Hone-in (Hi) is a very specific discovery question to engage the prospect and is the first sign of an open conversation. The Bridge Statements provide programmed ledges and opportunity for the SDR to respond regardless of the Hi answer.
Do you currently have a partner to help you cold call your prospects?
- The Calling Prop (CP) is the pinnacle of the conversation providing the most value to our prospect.
The way it works is we set you up with a dedicated account strategist to design outbound campaigns for you on a monthly basis. We use our team of over 25 stateside SDRs carefully selected to make cold calls for you just like the one we are having now. We generate leads and set qualified appointments for you using our H2H methodology.
- The Discovery Questions subcomponent re-engages the prospect after we have spoken.
- Are you currently cold calling to generate leads?
- Have you ever used an outsourced cold calling company before?
- Would you like a case study for a company targeting education?
- Would you like a relevant cold call recording to hear an actual SHP SDR?
- The Extended Prop subcomponent gives the SDR more value, explanation, or points about the offering if the prospect wants to hear more or is in need of specific value missed in the CP.
- We’ve written sales scripts for hundreds of companies all over the world
- Our partnerships have led to long-term client relationships lasting for 5 years plus
- The Next Steps (NXTS), identifies what the next best step is along the sales cycle as it matches the buying journey of the prospect.
I’m reaching out to schedule a quick virtual demo & conversation with one of our sales reps, Jahiem (Jah-Heem) where he can identify if this is a good fit for both of us. Open to taking a look?
- The Qualifying Questions not only provide additional information needed for the next step in receiving the baton and preparing appropriately, but even more so solidifies the next step in the mind of the prospect.
- To confirm, is this how you spell your email address (READ BACK TO PROSPECT)?
- How many leads/or appointments would suit your sales goals on a weekly or monthly basis?
- What other ways have you tried cold calling?
In Summary
The 5 H2H frameworks are made with different combinations of the 5CX5. While the five core components can be shifted and moved around, they provide us with foundational steps in sparking interest, diffusing sales person stigma, establishing next steps, and in building trust between 0 and 1 in business relationships. To learn about each framework, click on the moving framework tiles on this page, or, navigate from the top of the main menu.
For more on how to learn The H2H Method for your business, you can learn specifically how to write scripts and execute the same way our callers do with the course! Here is a link to it here.
For examples of what The H2H Method sounds like in REAL LIVE cold calls? Check out over 150 examples on Superhuman Prospecting’s YouTube page here.
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