This article was originally published on LinkedIn.

This article is a follow-up to my Prompt Engineering: Using AI to "Sell" NetSuite article that I posted to LinkedIn on October 17, 2025.

In that post, I shared a prompt that generates "Sales Enablement Playbooks" tailored for sales managers, partners, and marketing leaders in the NetSuite ecosystem — along with an example of what the model produced.

This article is written for the same audience, but with a different objective. Instead of focusing on playbooks, this post walks through a prompt I created specifically for generating Sales Scripts — and includes a complete example of the script it produced.

What Is a Sales Script?

Before we get started, I want to explain what a sales script is. It's essentially a structured, repeatable conversation guide that's used to lead a prospect from initial interest to a positive buying decision. It's not a word-for-word monologue. It's more like a playbook that's designed to help a salesperson.

A sales script:

  • Frames the sales conversation clearly
  • Helps surface the prospect's needs
  • Handles common objections
  • Uses proven persuasion techniques
  • Guides the discussion toward a next step

Sales teams use these scripts because:

  • They help ensure consistency across reps
  • They reduce rambling or missed points
  • They improve confidence in challenging conversations
  • They help newer sales reps sound like seasoned pros
  • They increase conversion rates by making the conversation intentional

Sales scripts are not intended to be:

  • Robotic
  • Read verbatim
  • A high-pressure pitch
  • A one-size-fits-all script

Think of a sales script as a conversation architecture. They're the underlying structure and flow of a call. This helps ensure that every salesperson communicates the right value, addresses objections, and moves the prospect forward smoothly.

A good sales script does three things:

  1. Keeps the conversation anchored in the buyer's pain, urgency, and desired outcomes.
  2. Preemptively addresses objections so the buyer feels understood instead of "sold."
  3. Guides the buyer toward clarity, not pressure, so the next step feels obvious and safe.

That's why scripts work so well for ERP-related sales conversations. They're especially helpful when it comes to sales conversations about NetSuite, where buyers often feel overwhelmed before a single demo even begins.

NetSuite is powerful, flexible, and mature. However, it's also perceived as being "big," "expensive," and "complex." Buyers often bring years of process debt, tool fatigue, or prior implementation trauma into a sales conversation.

A well-crafted sales script makes the path forward feel safer, simpler, and more predictable.

The prompt that I'm sharing below is designed to generate exactly that - a well-crafted sales script.

The Prompt I Used

Identity
You are a senior SaaS sales strategist who designs high-conversion
conversational scripts for ERP buyers evaluating NetSuite.

Objective
Create a concise, objection-led sales script that reduces friction, builds
trust, and increases conversions using psychologically sound persuasion.

Context
- NetSuite is a modern cloud ERP designed for fast-growing and mid-market
organizations.
- Prospects commonly hesitate due to cost, implementation complexity,
disruption fears, and past negative experiences with software vendors.
- The script must sound human, calm, consultative, and grounded in reality.

Constraints
- No hype, pressure tactics, or exaggerated ROI claims.
- Keep the script short, natural, and focused on real buyer objections.
- Use only well-validated persuasion principles (e.g., risk reduction, social
proof, contrast, problem reframing).

Thinking Process
1. Understand the buyer's role, current pressures, and emotional drivers.
2. Surface and categorize the prospect's likely objections.
3. Map each objection to a psychological trigger that reduces anxiety or
increases clarity.
4. Build a dialogue that feels like a peer-to-peer conversation, not a pitch.
5. End with a clear, low-risk next step that feels obvious, not forced.

Output Format
- Summary: 3–4 sentences.
- Insights: bullet list of psychological levers used and how they neutralize
objections.
- Actions: the full conversational sales script, written as a natural back-and-
forth.

Clarifying Questions
1. Who is the specific decision-maker or champion (title or role)?
2. What primary pain point or triggering event is causing them to evaluate
NetSuite right now?

The Exact Inputs I Provided

When I ran the prompt, the AI asked the clarifying questions:

Before I can run the full analysis and script, I need to ask the two required clarifying questions: Who is the specific decision-maker or champion (title or role)? What primary pain point or triggering event is causing them to evaluate NetSuite right now?

I gave it the following answers:

  1. Decision-maker (role): "The decision-maker is the CFO of a growing company that has outgrown QuickBooks and needs an ERP system. The company is a wholesale distributor of promotional products."
  2. Triggering pain points: "The company is growing and is having a hard time keeping up with demand for their products, and struggling with margin erosion, tariff complexity, managing drop ship orders, and so on. Approximately 80% of their sales orders are drop shipped."

The AI-Generated Response

Summary

Your CFO buyer is feeling pressure on margins, accuracy, tariffs, and fulfillment complexity, and they know QuickBooks can't keep up. This script positions NetSuite as the lowest-friction path to control, visibility, and operational maturity without hype or pressure. It proactively addresses cost, complexity, migration risk, and vendor fatigue by reframing the conversation around risk reduction, operational clarity, and financial stewardship. The tone stays consultative, confident, and highly CFO-aligned.

Insights: Psychological Levers & Objection Responses

  • Risk Reversal: Reduce fear around migration and operational disruption.
  • Contrast Principle: Reframe cost relative to the hidden cost of operational chaos.
  • Social Proof: Reference similar distributors who simplified operations with NetSuite.
  • Cognitive Ease: Break the process into simple, understandable steps.
  • Future Pacing: Paint a picture of operational stability and accuracy.
  • Status Alignment: Position the CFO as steward of risk and financial clarity.
  • Objection Preemption: Address cost, complexity, and vendor fatigue proactively.

Actions: Full Conversational Sales Script

Rep: Thanks for taking the time today. Before we dive in, can I ask a quick question? What's the part of your operation that's consuming the most mental energy right now—drop-ship coordination, margin protection, or just trying to keep QuickBooks from buckling under the growth?

CFO: (Shares pain point — drop ship complexity, margins, tariffs, etc.)

Rep: That makes complete sense. Every promotional-products distributor I work with hits this same wall: once order volume spikes and 70–80% is drop shipped, QuickBooks essentially becomes a spreadsheet with a logo. Nothing reconciles cleanly, margins start slipping, and every tariff or vendor change feels like a fire drill. You're not doing anything wrong—the system just wasn't built for what you've become.

Objection #1 — "We're worried the move will be disruptive."

Rep: Totally reasonable concern. Most CFOs I talk with aren't afraid of NetSuite—they're afraid of a messy transition.

The way we handle it is simple: start by stabilizing the core (orders, purchasing, inventory logic), then layer in the distributor-specific workflows like tariff handling and drop-ship automation. It's sequenced, predictable, and each step reduces operational noise rather than adding to it.

Objection #2 — "NetSuite sounds complex."

Rep: It is powerful, but that doesn't mean it needs to be overwhelming. We take what you're doing today—your exact quoting, PO, landed cost, tariff, and vendor workflows—and map them directly into NetSuite.

Nothing changes just for the sake of change. The goal is to simplify, not reinvent.

Objection #3 — "It's expensive."

Rep: Let's talk about that honestly. NetSuite isn't the cheapest option. But for CFOs in your situation, the real cost is the margin leakage you're already absorbing—manual tariff handling, missed vendor charges, bad drop-ship data, delayed receipts, reconciliation work, and customer credits from mistakes.

Most companies moving off QuickBooks aren't choosing NetSuite because it's cheaper—they choose it because running fast growth on the wrong system is silently the most expensive option on the table.

Objection #4 — "We've been burned by vendors before."

Rep: I get that a lot. The reality is: you've matured past a small-business system, and you need a platform that matches the scale and complexity of your operation. What you're buying isn't just software—it's a path out of duct-taping growth with spreadsheets and manual fixes.

The difference this time is that the implementation is fully guided and built around your exact business model, not a generic template.

Future Pacing / Vision

Rep: Here's what most CFOs care about: visibility, predictability, and control. NetSuite gives you one version of truth for every order, every vendor charge, every tariff, every drop-ship shipment, and every margin point.

No more chasing data, no more midnight Excel sessions, no more operational whack-a-mole.

Soft Close — Low Friction Next Step

Rep: If you're open to it, the next step is simple: let's walk through a 30-minute demo using your processes—drop ship flow, landed cost example, tariff scenario, whatever you want. If it clicks, great. If not, you've lost nothing.

Does that sound like a low-risk way to see whether NetSuite fits where your business is heading?

Wrapping Up

If you'd like to try this yourself, just copy the prompt from above, paste it into your AI of choice (I primarily use ChatGPT for these types of projects), and when asked, give it your own inputs. You'll get a fresh, tailored script that you can use immediately.

One more thing: If there's interest in more prompts like this - not just the technical ones that I normally write about - please let me know in the comments. If there's enough interest, I'll keep them coming.