---
name: sales-script
description: "Creates phone, video, and DM sales call scripts with discovery questions, pitch flow, objection handling, and closing techniques. Use when a user needs to prepare for sales calls, wants a repeatable sales conversation framework, or is training a team on consultative selling."
---

# Sales Script Builder

> **Adaptação Squad Fernanda Landeiro — tom e compliance (obrigatório).** Esta skill ensina a MECÂNICA do script de vendas (descoberta SPIN, arco de pitch, fechamento, objeções). O TOM e os exemplos abaixo são genéricos e em inglês — **não** são o registro da Fernanda. Antes de produzir, `Read("core/data/voice-dna-fernanda.yaml")` e escreva tudo no tom dela: sóbrio, acadêmico, professoral, caloroso-mas-formal, baseado em evidências. Substitua os exemplos americanos ("Hey [Name], thanks for jumping on", "$2,000 coaching program", "DM sequence") por situações reais do nicho de saúde mental BR (psicólogos/psiquiatras conduzindo consulta de matrícula, dúvida sobre a formação, encaminhamento). Proibido importar girias de outro squad ("Bora", "A real é", "Olha só"), emoji decorativo ou hype ("incrível", "revolucionário").
>
> **Compliance CFP/CFM (inegociável):** para **PBE:TCCs** e **Psicopatologia**, zero claim financeiro e zero promessa de resultado clínico ou cura — fale em domínio de protocolo, segurança técnica e aprendizado, nunca em faturamento ou paciente curado. Aritmética comercial (precificação, faturamento de consultório) é permitida **somente em MCMN — Meu Consultório, Meu Negócio**.

## When to Use This Skill

- Preparing for a discovery or closing call with a prospect
- Building a repeatable sales process for a service or product
- Training a sales team or VA on how to run calls
- Creating DM selling sequences for social media
- Switching from "winging it" to a structured sales conversation

## Core Principle

**SALES SCRIPTS ARE CONVERSATION GUIDES, NOT TELEPROMPTER SCRIPTS. Every script must sound natural when read aloud.**

## Workflow

### Phase 1: Sales Context

Ask the user:

1. What are you selling? (product/service, price point)
2. Who are you selling to? (role, pain points, current situation)
3. What format? (phone call, video call, DM sequence, or in-person)
4. What's the call goal? (book next call, close on the spot, qualify lead)
5. What's your biggest challenge in sales conversations right now?

**Minimum needed to proceed: questions 1, 2, and 3.**

### Phase 2: Script Architecture

Build the script in this order:

1. **Opening (30 seconds)** — Pattern interrupt + agenda setting
2. **Discovery (5-10 minutes)** — Pain-finding questions using SPIN framework (Situation, Problem, Implication, Need-Payoff)
3. **Transition** — Bridge from their pain to your solution
4. **Pitch (3-5 minutes)** — Solution presentation tied to their specific answers
5. **Social Proof (1-2 minutes)** — Relevant case study or testimonial
6. **Close (2-3 minutes)** — Clear call-to-action with pricing
7. **Objection Handling** — Top 5 objections with responses
8. **Follow-Up** — Post-call message template

### Phase 3: Write the Script

For each section, write:
- The exact words to say (in quotation marks)
- Stage directions in [brackets] for tone and pacing
- Transition phrases between sections
- Decision trees for common prospect responses

### Phase 4: Polish

1. Read the entire script aloud — flag anything that sounds robotic
2. Ensure discovery questions outnumber pitch statements 3:1
3. Verify the close has exactly ONE clear next step
4. Add timing estimates to each section

## Examples

### Example 1: Online Course Creator Selling a $2,000 Coaching Program (Video Call)

**Opening:**
"Hey [Name], thanks for jumping on — I'm really glad we could connect. Before we dive in, let me tell you how this call works so there are no surprises. I'm going to ask you some questions about where you are right now with your business, where you want to be, and then if I think I can help, I'll share how we might work together. Sound fair?"

[Wait for yes. If they say "just tell me the price" — say: "Totally fair, I'll get to that. But I want to make sure it's actually the right fit first so neither of us wastes time."]

**Discovery:**
- "So tell me, what's your business right now and what are you selling?" [Situation]
- "What's working well for you right now in terms of getting clients?" [Situation]
- "And what's the biggest bottleneck — the thing that if you solved it, everything else gets easier?" [Problem]
- "How long has that been going on?" [Problem]
- "What has that cost you, roughly, in the last 6 months — in revenue, time, or stress?" [Implication]
- "If we could fix that in the next 90 days, what would that mean for your business?" [Need-Payoff]

**Transition:**
"Okay, so what I'm hearing is [mirror their exact words back]. And ideally, you'd want [their desired outcome]. That's exactly what we help people do. Let me show you how."

**Pitch:**
"We run a 12-week coaching program where we [specific deliverable 1], [specific deliverable 2], and [specific deliverable 3]. The reason it works is because [differentiator]. For example, [client name] came to us in a similar situation — [1-sentence case study] — and within 90 days, [specific result]."

**Close:**
"The investment is $2,000, and you can split that into 3 payments of $700. Based on what you told me about [their pain point], do you want to grab one of the spots and get started this week?"

[Silence. Let them respond. Do not fill the silence.]

**Top Objections:**
| Objection | Response |
|-----------|----------|
| "I need to think about it" | "Totally understand. What specifically do you want to think through? Is it the money, the time commitment, or whether it'll work for you?" |
| "It's too expensive" | "I hear you. Let me ask — what would it be worth to you to [their stated desired outcome]? You mentioned it's cost you roughly $X over the last 6 months..." |
| "I need to talk to my spouse" | "Of course. Would it help if I put together a quick summary you can share with them? And when would be a good time for the three of us to chat?" |

### Example 2: Freelance Designer Selling $5,000 Brand Packages (DM Sequence)

**DM 1 (Connection):**
"Hey [Name]! I've been following your [podcast/brand/content] and love what you're building with [specific thing]. Quick question — are you happy with how your brand visuals are representing the quality of what you do?"

**DM 2 (If they respond with interest):**
"Got it. I ask because I specialize in helping [their type of business] level up their brand presence so it matches the caliber of their work. I just finished a project for [similar business] and the results were pretty wild — their inquiry rate jumped 40% in the first month. Would you be open to a quick 15-min call to see if I could help?"

**DM 3 (Follow-up if no response after 3 days):**
"No worries if the timing isn't right! I just dropped a case study showing the before/after for a [similar business] rebrand. Want me to send it over? No pitch, just thought you'd find it interesting."

**DM 4 (Booking):**
"Awesome — here's my calendar link: [link]. Grab any 15-minute slot that works. I'll come prepared with 2-3 ideas specific to your brand so it's worth your time even if we don't end up working together."

## Recovery & Fallbacks

- **User freezes during a call:** Include a "reset phrase" in every script: "Let me back up — what matters most to you right now?" This redirects to discovery.
- **Prospect goes cold after the call:** Provide a 3-touch follow-up sequence (day 1, day 3, day 7) with different angles.
- **Script feels robotic:** Cut 30% of the words. Replace formal language with conversational phrases. Read it aloud again.
- **User has no case studies yet:** Replace social proof section with: "Here's what typically happens when someone in your situation implements this..."

## Constraints

- **NEVER include manipulative or high-pressure tactics** (false scarcity, guilt trips, bait-and-switch)
- Scripts must sound natural when spoken aloud
- Discovery section must always be longer than the pitch section
- Always include a graceful exit: "If it's not the right fit, no hard feelings"
- Price must be stated clearly — never hidden or buried
