Complete Sales Scripts

Script 1: The Lane-Specific Opening

Opening (10 seconds):

"Hi [Name], this is [Your Name] from [Company]. I sent you an email [day] about your [Origin]-[Destination] freight lanes — I'm the one who helped [Similar Company] cut [X]% from their line-haul spend last year. Do you have 90 seconds?"

Value Statement (if yes):

"I specialize in helping [industry] companies reduce freight costs without service degradation. Specifically, I found that most companies in your space are overpaying by 10-15% on detention and fuel surcharges that their current carrier quietly passes through."

Diagnostic Question:

"Quick question — when you look at your total freight spend, what percentage goes to accessorials and surcharges versus base transportation?"

Close:

"I'd love to run a quick freight audit on your top three lanes — takes 15 minutes and I'll share whatever I find. Would Tuesday at 2 PM or Thursday at 10 AM work?"

Script 2: The Event Follow-Up Call

Opening:

"Hi [Name], this is [Your Name] from [Company]. We met briefly at [Event Name] last week — you mentioned the challenges you're facing with [specific topic]. I did some thinking about your situation and have an idea that might save your team significant time. Do you have two minutes?"

Value Statement:

"We work with [similar companies] to [specific outcome]. Based on what you shared, I believe there's a $[amount] annual savings opportunity in your [specific area]."

Close:

"I'd like to share a quick analysis I put together. Can we schedule 20 minutes next Tuesday or Wednesday?"

Script 3: The Referral Introduction Call

Opening:

"Hi [Name], [Mutual Contact] suggested I give you a call. They thought we should connect because [specific reason]. Do you have a quick minute?"

Value Statement:

"[Mutual Contact] mentioned you're dealing with [specific challenge]. We've helped several companies in [industry] solve that exact problem by [specific solution]."

Close:

"Would it make sense to have a brief conversation about your [specific area]? I'm happy to share what we've learned — no obligation."

Template 1: New Facility Expansion

Subject: Your new [City] DC — freight cost opportunity

Hi [Name],

I saw the announcement about your new [City] distribution center. Exciting growth.

One thing most companies overlook: outbound freight costs from [City] run 18% higher than from [Alternative City] on comparable lanes. We helped [Similar Company] restructure their [City] routing to cut that premium in half.

Worth a brief conversation about your [City] freight strategy?

[Your Name]

[Company]

Template 2: The Value-First Email

Subject: [Specific lane] rates dropped 12% since January

Hi [Name],

I compiled a quick analysis of [Lane] freight rates for Q3 — spot rates are down [X]% but contract rates are holding steady. Might be a good time to lock in annual pricing if you have volume on that lane.

Happy to share the full report if useful — no obligation.

[Your Name]

[Company]

P.S. — This analysis covers the last 18 months of rate trends plus our forecast for Q4.

Template 3: The Pain-Point Email

Subject: Are detention charges eating your margins?

Hi [Name],

Most manufacturers I speak with in [industry] are generally satisfied with their current 3PL — until we audit their freight bills and find they're overpaying by 10-20% on hidden fees.

I recently found $[Amount] in annual savings for a [similar company] without changing their base carrier.

Would you be open to a no-obligation freight audit? Takes 15 minutes and I'll share whatever I find.

[Your Name]

[Company]

Template 4: The Breakup Email (Touch 5)

Subject: Closing your file — one last thing

Hi [Name],

I haven't heard back, so I'll assume freight optimization isn't a priority right now or I've reached you at a bad time.

If things change and you want to explore reducing freight costs on your [market] lanes, feel free to reach out. I'll close your file for now.

Best,

[Your Name]

P.S. — I send a monthly freight market brief for the [City] metro. Reply 'add me' if you'd like to receive it.

Template 5: The Competitive Displacement Email

Subject: Question about your current 3PL relationship

Hi [Name],

Most companies I speak with in [industry] are generally satisfied with their current 3PL — until we audit their freight bills and find they're overpaying by 10-20% on accessorials and fuel surcharges.

I recently found $[Amount] in annual savings for a [similar company] without changing their base carrier.

Would you be open to a no-obligation freight audit? Takes 15 minutes and I'll share whatever I find.

[Your Name]

[Company]

The Diagnostic Discovery Framework (20 minutes)

Opening (2 minutes):

"Thanks for taking the time, [Name]. Before I tell you anything about [Company], I'd like to understand your current logistics operation — what's working, what's frustrating, and what you're trying to improve. Would that be useful? Great. I will probably ask some questions that get into the details — feel free to tell me if something is off-limits. And at the end, if I think we can help, I will share how. If not, I will tell you that too. Sound fair?"

Category 1: Current Operation (3 minutes)

Category 2: Pain Points (5 minutes)

Category 3: Financial Impact (4 minutes)

Category 4: Decision Process (3 minutes)

Category 5: Ideal Outcome (3 minutes)

Transition (2 minutes):

"[Name], based on what you've shared, it sounds like your biggest challenges are [summarize 2-3 pain points]. Is that fair? The good news is that those are exactly the areas where we help companies like yours. Would it be useful if I shared how we approached a similar situation?"

Objection: "We are happy with our current carrier."

Response:

"That's great — happy relationships are rare in logistics. Most companies I work with were satisfied too, until we found they were overpaying by 10-20% on hidden fees. The audit is free, and if I find nothing, you'll have peace of mind. Worth 15 minutes?"

Alternative:

"I completely understand. I'm not asking you to make a change today. What I'd like to do is simply show you what your current spend looks like compared to market rates. If everything checks out, you'll have validation that you're getting a great deal. If not, you'll have information to work with. Fair enough?"

Objection: "Send me an email."

Response:

"Absolutely, I can do that. So I send something relevant — are you more focused on reducing costs right now, or improving service levels? And what's your biggest logistics headache at the moment?"

Objection: "We do not have budget to switch."

Response:

"I understand. The interesting thing about our approach is that it typically pays for itself in the first month through savings. There is no upfront cost to explore. Would it make sense to see what the potential savings look like?"

Objection: "Call me back next quarter."

Response:

"I will definitely do that. Before I let you go — is there a specific project or renewal happening next quarter that I should be aware of? I want to make sure I reach you at the right time with something relevant."

Objection: "Your rate is too high."

Response (Value Gap):

"I understand rate is important. Let's look at total cost, not just line-haul rate. At your volume, our higher rate actually costs you $35,000 less per month when you count everything — detention savings, damage reduction, and admin time. Can I show you the math?"

Response (Budget Constraint):

"I understand budget cycles. Two options: We start with your two highest-volume lanes as a 90-day pilot. Or we structure payment terms with a 45-day cycle instead of 15-day. Which would work better?"

Objection: "Your competitor is cheaper."

Response:

"They may be on the line-haul rate. But let me ask — what's your total cost per shipment with them, including all accessorials, fuel surcharges, and admin time? Most of our customers found they were saving 8-12% on total freight spend even though our base rate appeared higher. Can I run the numbers for you?"

The ROI-Focused Proposal Presentation (30 minutes)

Opening (2 minutes):

"[Name], thank you for the time. This proposal is based on everything you shared with me about your operation. I've designed it to address the three specific challenges you mentioned: [Challenge 1], [Challenge 2], and [Challenge 3]. Let's walk through it."

Current State (5 minutes):

"Here's where things stand today. Your annual freight spend is approximately $[Amount]. Of that, $[X] goes to base transportation, $[Y] to accessorials, and $[Z] to admin and reconciliation. Here's what that looks like visually..."

Proposed Solution (10 minutes):

"Our [Tier Name] service addresses each of your challenges specifically. For [Challenge 1], we will [Solution]. For [Challenge 2], we will [Solution]. And for [Challenge 3], our [Feature] ensures [Outcome]."

ROI Analysis (8 minutes):

"Here's the financial impact. Over 12 months, our solution will save you:

The investment is $[Amount] annually, meaning a net savings of $[Amount] and an ROI of [X]%."

Implementation Plan (3 minutes):

"We start with a 30-day pilot on [Lane 1] and [Lane 2]. If results meet our agreed targets, we expand to full rollout over 60 days."

Close (2 minutes):

"[Name], based on what you've seen, does this approach make sense for [Company]? What questions do you have? And if you're comfortable, what would the next step look like from your end?"

The 5-Touch Sequence

Touch 1 — Email (Day 1):

Introductory email with specific observation and question.

Touch 2 — LinkedIn (Day 2):

Connection request referencing the email with a personalized note.

Touch 3 — Phone Call (Day 4):

"Hi [Name], this is [Your Name] from [Company]. I sent you an email earlier this week about [topic]. Do you have 90 seconds for me to share why I reached out?"

Touch 4 — Value Email (Day 7):

"Hi [Name], I compiled a quick analysis of [Lane] rates for Q3 — might be useful for your planning. Happy to share the full report — no obligation."

Touch 5 — Breakup Email (Day 14):

"I haven't heard back, so I'll assume the timing isn't right. I'll close your file for now. If things change, feel free to reach out."

QBR Opening

"[Name], thanks for making time. This review covers Q[Quarter] performance and a look ahead to Q[Next Quarter]. Our goal: confirm we're delivering what we promised, identify any course corrections, and explore opportunities to add more value to your operation."

Performance Review

"Here's what we committed to and what we delivered:

Any questions or concerns about these numbers?"

Cost Analysis

"Your total freight spend this quarter was $[Amount], down [X]% from last quarter. Cost per shipment dropped from $[X] to $[Y]. The biggest driver was [Reason]. Here's the trend line..."

Expansion Discussion

"As we look ahead, I noticed your team is expanding into [Market]. That likely creates new lane requirements. We've run a preliminary analysis and see an opportunity to handle [X] shipments monthly on [Lane] at an estimated savings of $[Amount] versus adding a new provider. Worth exploring?"

The Results Moment Ask

"[Name], I'm thrilled we were able to reduce your freight costs by [X]% while improving on-time delivery. Results like these make me think — do you know any other [industry] companies who might be facing similar logistics challenges? I'd love to help them achieve the same outcome."

The Direct Ask

"[Name], we're expanding our customer base in [industry] and looking to work with companies similar to [Company]. Based on our partnership and the results we've achieved, would you be open to making an introduction to 1-2 companies in your network? We'd be grateful and will make you look great."

The Introduction Template (for referrers to forward)

"Hi [Prospect Name], I wanted to introduce you to [Your Name] from [Company]. They've been helping us optimize our freight operations and I thought there might be a fit with [Prospect Company]. I'll let you two take it from here.

[Your Name], meet [Prospect Name] from [Prospect Company]. [Prospect Name], [Your Name] specializes in [specific value proposition]."

Clozo Academy Proprietary Curriculum

The Logistics Growth System