How to Create an Office Supplies Sales Script

1. How to Create an Office Supplies Sales Script

3. PRODUCT
OFFICE SUPPLIES
FEATURES
• Full catalog of office supplies
• Printers and photocopiers
• Free same-day delivery
DIFFERENTIATION
• You will get a dedicated account manager
• We do not charge shipping
• You can talk to a human when you need something

4. • Full catalog of office supplies
• Printers and photocopiers
• Free same-day delivery
PRODUCT
OFFICE SUPPLIES
FEATURES
DIFFERENTIATION
TARGET
OFFICE MANAGER IMPROVEMENTS
• Decrease the amount of time they spend
ordering office supplies
• Decrease their office supplies costs
• Decrease the time it takes to receive
deliveries of office supplies
• Make something work better
• Make something easier
• Decrease the time it takes to
do something
• Increase revenue or income
• Decrease costs or expenses
• Improve the customer’s
product
• Decrease the risk of
something bad happening
• Improve visibility or access to
information
VALUE
• You will get a dedicated account manager
• We do not charge shipping
• You can talk to a human when you need
something

5. PRODUCT
OFFICE SUPPLIES
IMPROVEMENTS
TARGET
OFFICE MANAGER CHALLENGES/CONCERNS
• Can be a hassle to order office supplies
• Need to find new ways to decrease costs
• Can take time to receive deliveries for
office supplies
• What is the opposite of the
improvement?
• What problem goes away with
the improvement?
• What problem starts to
happen if this improvement is
not provided?
VALUE PAIN
• Decrease the amount of time they spend
ordering office supplies
• Decrease their office supplies costs
• Decrease the time it takes to receive
deliveries of office supplies

6. PRODUCT
OFFICE SUPPLIES
CHALLENGES/CONCERNS
TARGET
OFFICE MANAGER PAIN QUESTIONS
• How important is it to simplify ordering office
supplies?
• How much of a priority is it to find new areas to
cut costs?
• How important is it to quickly receive deliveries
of office supplies?
• What question could we ask to
see if the prospect has each
challenge or concern?
• For each pain point the
product fixes is a question
that could be asked.
VALUE PAIN QUESTIONS
• Can be a hassle to order office supplies
• Need to find new ways to decrease
costs
• Can take time to receive deliveries for
office supplies

7. PRODUCT
OFFICE SUPPLIES
TARGET
OFFICE MANAGER CURRENT STATE QUESTIONS
• Who are you purchasing office supplies from?
• How long have you been purchasing from
them?
• How is everything going?
• What are some of the things you like about what
they provide?
• What are some things that you think could be
better?
• When was the last time you considered making
a change for purchasing office supplies?
• How many offices do you currently have?
• How many employees do you have?
• Currently have what you sell?
• Current vendor/provider
• Current systems and
processes
• People in the organization
• Current contracts and
expiration dates
• Size details – number of sites,
people, systems, etc.
• Current performance/stats
(technical, marketing,
financial, etc.)
• Last time evaluated other
options
VALUE PAIN QUESTIONS

8. PRODUCT
OFFICE SUPPLIES
TARGET
OFFICE MANAGER CUSTOMER EXAMPLE
• We worked with an office manager
• They were needing to find additional cost
savings
• We helped to do that by becoming their
sole vendor for office supplies
• Decreased office supplies costs
• Decreased time spent order
• Who have we helped that is
similar to the target buyer?
• What problem did they have?
• What did we sell to solve that
problem?
• What are two improvements
we helped to influence?
VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE

9. OFFICE SUPPLIES
FEATURES
• Full catalog of office supplies
• Printers and photocopiers
• Free same-day delivery
DIFFERENTIATION
• You will get a dedicated
account manager
• We do not charge shipping
• You can talk to a human when
you need something
FOR OFFICE MANAGERS
IMPROVEMENTS
• Decrease the amount of time they spend
ordering office supplies
• Decrease their office supplies costs
• Decrease the time it takes to receive
deliveries of office supplies
CHALLENGES/CONCERNS
• Can be a hassle to order office supplies
• Need to find new ways to decrease costs
• Can take time to receive deliveries for
office supplies
PAIN QUESTIONS
• How important is it to simplify
ordering office supplies?
• How much of a priority is it to find
new areas to cut costs?
• How important is it to quickly receive
deliveries of office supplies?
CUSTOMER EXAMPLE
• We worked with an office
manager
• They were needing to find
additional cost savings
• We helped to do that by
becoming their sole vendor for
office supplies
• Decreased office supplies
costs
• Decreased time spent order
PRODUCT TARGET VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE
CURRENT STATE
QUESTIONS
• Who are are you purchasing office
supplies from?
• How long have you been purchasing
from them?
• How is everything going?
• What are some of the things you like

10. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
CUSTOMER
EXAMPLE
PRODUCT
Building Blocks

11. Cold Call Script
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE

12. VALUE
POINTS
PAIN POINTS
CURRENT
STATE
PRODUCT
PAIN
QUESTIONS
DISCOVERY
OPEN
CLOSE
CURRENT
STATE
PAIN POINTS
PRODUCT
CUSTOMER
EXAMPLE
First Appointment Script

13. Cold Email Campaigns
Email #1 Email #2
Delay
(1 or 2 weeks)
Email #3
Delay
(1 or 2 weeks)
Email #4
Delay
(1 or 2 weeks)
Email #5
Delay
(1 or 2 weeks)
Email #6
Delay
(1 or 2 weeks)
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
VALUE
POINTS

14. Voicemail Messages
Voicemail #1 Voicemail #2 Voicemail #3 Voicemail #4
VALUE
POINTS
PAIN POINTS
CUSTOMER
EXAMPLE
PRODUCT

15. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
CUSTOMER
EXAMPLE
PRODUCT
Building Blocks

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