New Hire Training - Intro/Rebuttals/MISC. Flashcards
What is our introduction?
Hi (Buyers Name) this is ______, calling from SelectHub on a recorded line. I saw you were doing research regarding (Software Category) and requested (Asset Requested). I just had to confirm a few things and we will get that sent over to you. So you are with (Company Name)?
Rebuttals Introduction:
“I’m just doing research.”
That’s exactly what we help out with. We don’t make or sell any (Category) software, we simply help out with the research. (Ask a Call Flow Question)
Rebuttals Introduction:
“I am really early on I am not ready for this phone call.”
Hey I understand. That’s actually exactly what we help out with, early stage research. We can provide pricing guides, comparison reports, and any other assets that can help with this research.
Rebuttals Introduction:
“I already got what I needed.”
That’s a pretty generic report/asset/template. With a few quick questions I can send you more detailed information.
Rebuttals Introduction:
“I can’t talk right now/I don’t have any time.”
I totally understand. This is a really quick call so I can confirm a few things so we can get that info you requested straight to your inbox.
Rebuttals Close:
“I don’t want to speak to vendors.”
I totally get it. I understand you are wanting to do your due diligence and figure out who the best fit will be. That first call is purely just an introduction, no need to go into detail, it’s just so you have a point of contact. Eventually, you’ll need to speak to vendors before you buy anything and this way, when you are ready to dive into next steps such as demo’s and pricing, you have a point of contact who can help you get the information you need.
Traits of a Successful Software Advisor
Drive the call.
Have a positive tone.
Be trustworthy.
Be knowledgeable.
Tell. Don’t ask.
Be mindful of phrasing.
Be mindful of your energy, and theirs. Match the energy of the buyer, and raise it by 10%
“What does SelectHub do?” (Short Version)
We don’t make or sell any (Category) software, we just help out with the research.
“What does SelectHub do? (Long Version)
We don’t make or sell any (Category) software, we just help out with the research. Our role is to simply analyze the market and make recommendations of the products that can best meet your business needs. With a few quick questions I can send you over some resources and make a few recommendations based on company size, features you need, or anything else you are looking for. It’s a free service for you. We’ve reviewed hundreds of products in the market and have helped over 60,000 companies figure out which systems best meet their needs.
“How do you get paid?”
Good question. The way we make money is that we partner with hundreds of software vendors in the market and each of them pays us a flat fee to act as a matchmaker. It’s a free service for you and we are not tied to the sale. It’s helpful for you because we only recommend products that can do exactly what you need which saves you time while researching.
What is RRR?
Repeat, Reassure, Resume
