Introduction (Bonding and Rapport):

AE:"Hello [Prospect’s Name], it’s great to connect with you today. How has your day been going?"

Wait for response, engage briefly in the topic to build rapport.

AE:"Before we dive in, I noticed [mention something relevant from research about the institution or the individual]. It’s really impressive how [specific detail]. How did that project come about?"

This shows you’ve done your homework and are genuinely interested in their work.

Setting the Up-Front Contract:

AE: "I appreciate you taking some time and showing interest in what we do.The primary goal of this call is to learn a little about you and your course, what you’re trying to accomplish to see if we'd be a good fit for your program.

So, throughout the call, I'll be asking you some questions, and naturally I'm sure you'll have a bunch for me. In some cases, we might determine that we might be a sit for your needs, and in some cases, we might not be, as each and every course had different needs.

Typically, by the end of the call, we should be able to next steps if any. How does that sound?"

Confirm and ask if they have any specific goals for the call.

Identifying Pain Points:

AE:"Let’s start with your current situation. Can you tell me about any challenges you’re facing with providing engaging lab experiences in your STEM courses, especially considering any online or hybrid learning environments?"

Use follow-up questions based on the Sandler Pain Funnel to explore these challenges in depth, such as:

"How has this impacted your students’ learning experience?"

"What have you tried to address this issue, and what were the outcomes?"

Discussing Budget:

AE:"Understanding resource allocation is crucial for finding the right solution. Is there a budget set aside for enhancing your STEM lab courses, or is the expectation that students purchase these materials?

If so, do you have a price in mind on what students should pay for something like this?

Understanding the Decision Process:

AE:"Who else is involved in the decision-making process for adopting new educational tools or resources? I want to ensure we consider all stakeholders' perspectives and requirements."

Probe further based on response:

"What are the key criteria you and other decision-makers will use to evaluate potential solutions?"

Fulfillment (Solution Fit):

AE:"Based on what you’ve shared, it sounds like [summarize key pain points]. Our solutions are designed to address these types of challenges by [briefly describe how]. What specific features or outcomes are you looking for in a solution to consider it successful?"

Tailor the discussion around Science Interactive’s offerings to their expressed needs.

Next Steps (Reconfirming the Up-Front Contract):

AE:"I believe there’s a strong potential for how we can support your goals. Would it be valuable for us to schedule a follow-up meeting where we can dive deeper into our solutions, perhaps with a demo tailored to your needs?"

Agree on next steps and timeline.

Closing:

AE: "Thank you, [Prospect’s Name], for the insightful conversation today. I’m looking forward to exploring how we can collaborate to enhance your STEM education offerings. I’ll send a meeting invite for our next discussion and include any initial information that could be helpful in the meantime. Is there anything else you’d like to add or ask before we wrap up?"

This script is structured to guide AEs through a discovery call that builds rapport, uncovers the prospect's needs and challenges, discusses logistical considerations like budget and decision-making, and sets the stage for a deeper engagement with Science Interactive's solutions.