A one-page playbook for selling software to small businesses by phone. Small companies decide fast, have little time and do not want jargon.
Choose "Save as PDF" in the print dialog. Nothing is sent anywhere and no account is needed.
When to use it
Use it when you call owners or managers of small companies, usually with one decision maker and a short sales cycle.
The playbook
SMB SaaS outbound call playbook
Mini playbook
Who to call
Owners and managers of small companies with a clear, visible problem your product solves.
Prefer people who recently changed something, such as hired, moved or opened.
Check the website first so your first sentence is about their business.
Opening
Say your name, company and the reason in one sentence.
Ask whether it is a bad moment and respect the answer.
Do not mention the product name in the first ten seconds.
Discovery
How do you handle [task] today?
What takes the most time in it?
Who else is involved?
What have you tried?
Common objections, honest replies
'We have no time': offer a ten-minute call on a day they choose.
'Too expensive': ask what they compare it with and what it would have to save.
'We use a spreadsheet': ask what it does well and where it breaks.
Close and follow-up
Propose a short demo built around their answers.
Send a two-line e-mail within the hour.
Follow up once with something new, then stop politely.
DIRI AI · diriai.com · Training material, not legal or financial advice.
Replace the [square brackets] with your own facts and adapt the wording to your own voice.
How to use it
Fill in the bracketed tasks with those your product really replaces.
Use the discovery questions in the first call even if you plan to demo.
Review your list of objections weekly and add the honest reply you gave.
Practise it before you dial
In DIRI AI an AI customer, clearly marked as AI, answers your call and reacts the way a busy person might. Matching scenario: Price objection from an analytical buyer. The Free plan costs nothing.