The Best Face-to-Face Sales Script (For 2022)

I’m a big fan of face-to-face sales.

There’s something about being in the same room as a prospect that just can’t be beaten. Maybe it’s the ability to read their body language or the fact that you can build rapport more easily.

Whatever the reason, there’s no denying that face-to-face selling is still one of the most effective ways to close a deal.

That said, going into a meeting without a solid sales script is a recipe for disaster.

A good sales script will give you the structure you need to keep the conversation moving forward and the confidence to address any objections that come up.

Not sure where to start?

Here is the best face-to-face sales script template to help you close more deals in 2022.

Best Sales Scripts For Face-To-Face Sales

(Quick Disclaimer: To make this more relatable, I’ll position the example as something that is frequently sold face-to-face: window replacement/repair. However, these scripts can be easily adapted/modified to fit any industry or product.)

Introduction

When you first meet someone, you have a very short window of opportunity to make a good impression.

That’s why your introduction needs to be both powerful and to the point.

You want to grab their attention and let them know who you are and why you’re there without monopolizing their time.

Here’s an example of a great face-to-face sales introduction:

“Hi, my name is _______ and I’m with ________. We’re the leading provider of window replacement/repair in the area.

I’m here today because a lot of the homes we serviced in your area were old and causing energy bills to be higher than they should be.

We’re offering a free consultation to see if we can help you save money on your energy bills by replacing your old windows.”

This introduction accomplishes a few things:

• It tells them who you are and why you’re there.
• It quickly establishes you as an expert in your field
• It offers them something of value (a free consultation).

You want your introduction to be similar. Be friendly, but don’t waste their time with small talk. Get to the point and let them know why you’re there.

A big mistake that newbie salespeople make is they start chatting up the prospect and trying to build rapport too early on.

They think that by building a “connection” they’ll be more likely to close the deal.

But the truth is, that’s a whole load of nonsense. Rapport in sales, especially from a customer who doesn’t know you, is built by proving your expertise as fast as possible.

Assessing The Need

After you’ve made your introduction, it’s time to assess the need. This is where you’ll take a look, consult with the customer and determine what needs to be done.

This step is important for a few reasons:

• It allows you to give the customer a more accurate quote
• It allows you to upsell/cross-sell other services that they may need
• It allows you to further demonstrate your knowledge

For example, let’s say you’re doing your free window repair consultation and you notice that the frames are also in bad shape. You can use this opportunity to upsell the customer on frame repairs as well.

Similarly, if you’re doing a window replacement, you may notice that the customer has single-pane windows. This is a perfect opportunity to cross-sell them on energy-efficient windows that will help save money on their energy bills.

The key here is to be very observational and look for any other potential problems that the customer may have. In face-to-face sales, you have the advantage to LOOK at things. Whether it’s your customer’s body language, something in their house, etc., you can use these observations to your advantage.

When you are cold calling, most of the information you get during the assessing needs/qualification stage, comes strictly from being able to pry it out of your customer.

Making The Offer

After you’ve assessed the need, it’s time to make the offer. This is where you’ll let the customer know what you’re going to do for them and how much it will cost.

It’s important to be very clear here and avoid any ambiguity. Ambiguity will only lead to confusion and a higher chance of the customer saying no.

For example, let’s say you’re offering to replace the customer’s windows. Your offer might sound something like this:

“Based on what I saw, I recommend that we replace all 12 of your windows with our energy-efficient windows. This will help you save money on your energy bills and make your home more comfortable.

The cost for this would be $12,000 which can be financed with 0% interest for 18 months.”

This offer is very clear and to the point. The customer knows exactly what they’re getting and how much it will cost. There’s no ambiguity or confusion.

Pro Tip: If you can, it’s always best to give the customer a few different options to choose from. This allows them to feel like they’re in control and makes it more likely that they’ll say yes to your offer.

For example, you could give the customer the option of doing all 12 windows at once or just doing 2 windows now and the rest later.

If you want a perfect example of this, I just had some plumbing work done by a big company in my area. All I needed was a water tank replaced, but in the end, they offered me a total of 8 different options:

• Do nothing and keep my current water tank and pray for the best
• Replace just the water tank, with 5 options of warranties
• Replace the water tank and replace all of my old toilets
• Replace the water tank, replace all of my old toilets, and drain and clean all of my pipes

The pricing ranged from $0 to over $10,000 depending on which option I chose. The point is that they gave me a bunch of different options to choose from, which made it much more likely that I would say yes to something. I eventually went with one of the cheaper options – the one that I actually needed.

Closing The Deal

After you’ve made your offer, it’s time to close the deal and get the customer to say yes.

Now, here’s the tricky part of face-to-face sales. If you’re used to cold calling, you can kind of get away with being pushy and forcing the issue. But with face-to-face sales, this will almost always result in a no.

The key here is to be very subtle when closing the deal. You want to make it seem like it’s the customer’s idea to say yes.

A great way to do this is to use what’s called the Ben Franklin close. Named after one of the Founding Fathers of the United States, the Ben Franklin close is a great way to get a yes without being too pushy.

Here’s how it works:

You simply list out all of the pros and cons of your offer and let the customer decide. For example, you might say something like this:

“So, on one hand, if we do all 12 windows at once, you’ll get them done and out of the way. But on the other hand, it will be a big expense all at once.

Or we could do 2 windows now and the rest later. That way you won’t have the big expense all at once, but you’ll still get the benefits of having energy-efficient windows.

Or, you keep the windows how they are now, and over the next 12 months, you’ll most likely end up paying more in energy expenses.

What do you think would be the best option for you?”

This is a great way to close the deal because it puts the decision in the customer’s hands. You give them solid information to work with, they feel like they’re in control, and they’re more likely to say yes to a solution that benefits them.

The key here is to be very neutral and not push any one option too hard. You want the customer to feel like they’re making the decision, not you.

Pro Tip: If the customer is still undecided, don’t be afraid to give them a little push in the right direction. For example, you could say something like this:

“If it were me, I would most likely go with option 2. That way I wouldn’t have the big expense all at once, but I would still get the windows replaced before winter.

What do you think?”

The Face-To-Face Sales Script Template

So as you can see, in face-to-face sales, there are quite a few advantages you have over doing phone sales, such as building rapport, being able to read body language, observational awareness, and having the customer right there in front of you.

Here’s a quick overview/summary of the different parts of the face-to-face sales script and what each part should include:

• Opening: This is where you’ll introduce yourself, explain why you’re calling, and build rapport with the customer by making yourself come across as an EXPERT in your field.
• Needs Analysis: This is where you’ll find out what the customer’s needs and pain points are. This also helps solidify you as an expert since you’ll be able to provide solutions to their problems
• The Offer: This is where you’ll make your offer and present different options to the customer.
• Closing The Deal: This is where you’ll close the deal and get the customer to say yes.

Benefits of Face-To-Face Sales

There are a number of benefits that come with selling face-to-face, as opposed to cold calling.

We already went over a few in our sales script example above, but let’s go a little more in-depth on some of the other advantages you have when selling face-to-face.

1. You can build a relationship quicker with the customer

When you’re selling face-to-face, the customer can see your facial expressions and hear the tone of your voice. This makes it easier to build rapport and trust with the customer, as opposed to selling over the phone where they can’t see you.

Don’t get me wrong, you can STILL build excellent relationships strictly over the phone, but for most people, it will take a longer time.

2. You can read body language

When you’re talking to someone in person, you can pick up on their nonverbal cues, such as their body language and facial expressions. This can give you a better idea of how they’re feeling and what they’re thinking, which can be very helpful in closing the deal.

3. You have more control over the situation

When you’re selling face-to-face, YOU are in control of the conversation. You can control the pace, the tone, and the direction of the conversation. This can be very helpful in keeping the customer focused on what you’re saying and not getting sidetracked.

While cold calling, there are many distractions that the customer can be facing and you’ll ultimately have zero control over what’s going on around them.

4. You can close the deal quicker

Since you have more control over the situation and can build rapport quicker, you can usually close the deal quicker when selling face-to-face.

5. You can upsell and cross-sell easier

When you’re selling face-to-face, it’s much easier to upsell and cross-sell the customer. This is because you can show them exactly what you’re talking about and they can see the value in it much easier.

7. It’s easier to get referrals

When you have a satisfied customer in front of you, it’s the perfect time to ask for referrals. It’s much easier to get referrals when the customer is happy and standing right in front of you.

Summary of The Benefits of Face-To-Face Sales

Essentially, what it boils down to is that most people are still more trusting of others when they can look them in the eyes. Does that mean that a phone salesperson can’t be trusted? Of course not. But it’s still a lot harder to build trust over the phone. Take it from me – I built a multi-million dollar business strictly from cold calling, and also sold face-to-face.

I know from experience that it’s a lot easier to sell when you’re right in front of the customer, but I also know it’s only a possibility depending on what you sell. If you want to learn more about the ins and outs of face-to-face selling, check out our course, Face-To-Face Sales Mastery. In it we cover where to find prospects, how to prepare, how to set up meetings, and close deals, and much more.

Conclusion

The bottom line is that if you have the opportunity to sell face-to-face, you should take it. It’s much easier to close the deal when you’re talking to the customer in person.

Use the script above to your advantage, and don’t be afraid to adjust it to fit your own products or services. It’s just a guide – not a step-by-step process that you have to rigidly follow.

And if you don’t have the opportunity to sell face-to-face, don’t worry. There are still plenty of ways to successfully close a deal over the phone.

Good luck!