The call starts on time. After the pleasantries, the prospect says, "So, just remind me what it is you actually do?" Your salesperson smiles, takes a breath and begins the explanation they have given hundreds of times. Twenty minutes later, they have covered the basics, answered the obvious questions and finally reached the part where the prospect talks about their own situation. By then, there are ten minutes left.
Most first sales conversations spend their opening stretch on the same ground. What the offer is. Who it is for. How it works. What it roughly involves. None of this is a bad use of time in itself, but it is the same explanation, given by the same people, over and over again.
That repetition has a cost that rarely shows up anywhere. Your most experienced people spend part of every week reciting the basics. Prospects who were never a good fit only discover that halfway through a call. And the genuinely interesting part of the conversation, the buyer's own problem and how you might solve it, gets squeezed into whatever time is left.
There is a subtler problem too. When an explanation is given live, it varies. One salesperson leads with price, another with process, another with a favourite story. Prospects come away with slightly different ideas of what you offer, depending on who they spoke to and how the call went.
Now picture the same prospect receiving a short film the day before the call. In a few minutes, they hear what you do, who it helps and how it works, explained clearly and in the same way every time. They watch it when it suits them, perhaps twice, perhaps with a colleague.
When the call starts, the conversation is already further along. The prospect has questions, not blank spaces. Your salesperson can skip the recital and get straight to what matters: the buyer's situation, their priorities, and whether you are the right fit.
That is the idea behind our Sales Explainer Video: a film that explains your offer around real buyer questions, so sales conversations start further forward. It saves sales time, helps prospects qualify themselves earlier and makes first conversations more productive.
It also helps the people who never make it to a call. A prospect who watches and realises the offer is not for them has saved everyone an hour. A prospect who watches and realises it is exactly what they need arrives keener than they would have otherwise.
The best sales explainers are not built from the brochure. They are built from the questions your team hears every week.
Here are some prompts to help you picture your own:
If you run a consultancy, the film might explain how an engagement actually unfolds, so buyers stop imagining something vaguer or bigger than it is. If you sell equipment, it might show what installation and support involve, which is often what nervous buyers really want to know. If you provide a managed service, it might explain what you take off the client's plate and what stays with them, the question that tends to sit unspoken until late in the process.
Your sales team already knows these answers. A useful first step is simply to ask them which explanation they are most tired of giving.
You do not need to write a script, plan visuals or decide how the film should look. We take what your team knows about your buyers and your offer, plan the creative around their real questions, run the shoot and the edit, and deliver a film ready to send.
Your part is the knowledge of your business: what you offer, who it is for, and what your buyers keep asking. A conversation with the people who do the selling usually gives us most of what we need.
Think about the last few first calls your team has had. How much of each one was spent explaining things that could have been explained beforehand? That time is what a sales explainer gives back.
Read more on the Sales Explainer Video page, or book a call with a producer.