Sales Scripts | SJM Labs Internal

The "Permission-Based" Opener (Cold Call)

Opener

Scenario: First contact with a business owner. Goal: Buy 30 seconds of time.

"Hi [Name], this is [Your Name] calling from SJM Labs.

I know I'm calling you out of the blue, but do you have thirty seconds for me to tell you why I called? If it's not relevant to you, you can hang up on me. Is that fair?"

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Why this works: It gives them control ("You can hang up"). By asking "Is that fair?", you trigger a social contract where 90% of people will say "Sure, go ahead."

The "Leaky Bucket" Opener

Opener

Scenario: Speaking to a Gym or Clinic owner directly.

"Hi [Name], I'm calling because we just helped [Competitor/Similar Business] fix a 'leaky bucket' problem where they were missing about 15 calls a week.

I was just wondering—if I called your front desk at 7:00 PM tonight, would anyone answer to take my money?"

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Why this works: It highlights a pain point immediately (missed revenue). The question is rhetorical; they know no one answers at 7 PM. You've just created a problem that you can solve.

Calculating the Loss (The Math)

Discovery

Scenario: You need to make the $300/mo fee seem cheap.

"Before we talk about my product, let's do some quick math.
What is the average value of one new customer for you? let's say $100?
Okay, and how many calls do you think you miss in a week? Maybe 5?

So, 5 missed calls x $100 = $500 a week.
That is $2,000 a month you are losing just because nobody picked up the phone.

If I could fix that for $300, would that be a good deal?"

Objection: "It's too expensive ($1,500 setup)"

High Priority

Scenario: Client balks at the setup fee.

"I totally understand that $1,500 sounds like an investment. But you have to compare it to the alternative.

Hiring a human receptionist costs at least $2,500 every single month, plus training, plus sick days. And they only work 8 hours.

We are building a custom AI brain for your business that works 24/7 forever. The $1,500 is a one-time build fee. After that, it's only $300. Basically, if the AI captures just 4 new clients in its entire lifetime, you have made your money back."

Objection: "I already have a receptionist (Susan)"

Common

Scenario: They are loyal to their staff.

"That's fantastic! We love Susan. We are not here to fire Susan.

But Susan has to eat lunch, right? She has to go home at 5 PM. She gets sick sometimes. And when she is on one line, she can't answer the second line.

Think of SJM Voice as Susan's assistant. We handle the overflow, the nights, and the weekends. We catch the calls Susan physically can't get to. We are the safety net."

Objection: "Is this just a robot/chatbot?"

Tech Fear

Scenario: They hate "Press 1 for Sales" systems.

"No. I hate those robotic menus too. This is a Voice Intelligence Engine.

It doesn't ask you to 'Press 1'. You just talk to it. It understands context. It has memory. If a VIP client calls, it recognizes them by name. It can negotiate appointment times by looking at your Google Calendar.

It's not a recording; it's an Operations Manager."

Objection: "My customers speak Arabic/Spanish"

Feature

"That is actually our strongest feature. We have 'Polyglot Toggling'.

The AI listens to the caller. If they say 'Hello', it speaks English. If they say 'Marhaba', it instantly switches to Arabic. It removes the language barrier completely, expanding your customer base."

The "Outbound Promo" Upsell Close

Closing

Scenario: They are interested, but hesitating. Use the Outbound promo to push them over the line.

"Listen, I can see this is a good fit for you. Since we are launching v4.0 this month, I can authorize a special kicker.

If we get the onboarding paperwork signed today, I will include the Outbound Reactivation Package for free/discounted.

That means we will take your list of 500 old leads, and the AI will call them all tomorrow to try and book appointments for you. That alone is worth $1,000. Want to do that?"

The "Assumptive" Calendar Close

Closing

"It sounds like this solves your missed call problem perfectly.

The setup process takes about 48 hours for us to build the brain. If I send over the Stripe link for the setup fee now, can you get the 'Service List' to me by tomorrow morning? That way we can be live by Wednesday."

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Why this works: You aren't asking "Do you want to buy?". You are asking "Can you send me the data?". You assume the sale is already made.

The "Mystery" Voicemail

Voicemail

"Hi [Name], this is [Your Name] from SJM Labs. I have a question about how your team is handling the after-hours calls at the clinic... I think there might be a revenue gap there. Give me a call back at [Number] when you get this."

Sales Script Playbook