Qwally

Question 1

Introduce “business case” meeting open

Question 2

Recite: “The reason I’m going to ask this next question is because, if we get far enough together where you need a proposal, your CFO will want to see a business case. They’re involved in every purchase these days. So I’m curious, what metric is suffering the most as a result of the challenges you’ve shared with me? Later on we can build a business case off of that if we get that far.”

Answer 2

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Question 3

Recite and make up something for:

1. What are the ripple effects this challenge has on other functions in the business?
2. To what extent would this challenge derail other plans of yours 6-12 months from now?
3. One of the things I’ve observed other customers of ours deal with as a result of [business challenge] is they struggle with [specific consequence]. How is that showing up for you, if at all?

Answer 3

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Question 4

Recite: is there a metric or KPI you and your team are measured on that would be better if you could do ____ better?

Question 5

I’m in a meeting.

Answer 5

Hopefully got you out of a boring meeting!

Perfect, I know I caught you out of the blue, would it be alright if I had 30 seconds to tell you the reason why I’m calling?

Question 6

What’s this about?

Question 7

Not interested

Answer 7

What about this doesn’t work for you?

Question 8

We have something in place

Answer 8

I expected you’d have something in place, can you tell me how that’s working?

Question 9

No Budget

Answer 9

Certainly not asking for any money today. How does your program work today?

Question 10

I really don’t think this is worth the time, I don’t think it makes sense to even go down this path since we don’t have budget

Question 11

Recite: By the end of a 15 minute discussion, either you will be all the more confident in your solution or it’ll be a no-brainer to switch. Do you feel like that’s worth it?

Question 12

I’m not the right contact

Answer 12

Sorry I had you down as the __, who oversees this?

Question 13

“How is this different from other products in the market?”

Question 14

We’ve tried similar products before and they didn’t work for us.

Question 15

I won’t talk unless I have a reference.

Question 16

Our company is focusing on other priorities at the moment.

Question 17

I’m not convinced of the benefits you’re describing.

Question 18

I’ve never heard of your company; how long have you been in business?

Question 19

Our IT team would need to be involved in this decision.

Question 20

We’re not ready to implement this kind of change.

Question 21

I’m busy right now, call me back later.

Answer 21

Can I have 30 seconds

If no: Alright can I call you back at 2?

To make this convenient for you, I live and die by my calendar, I’m gonna send an invite over for 10 mins

Question 22

(after pitch) Just send me an email

Question 23

Recite:

The purpose of this demo is to get you so fired up about what we do that you’re willing to sponsor a meeting with your [Director/CEO/City Manager]. Is that a fair objective to shoot for?

Question 24

Recite

The purpose of this demo is to validate whether you feel we can solve [problem] in a compelling enough way to justify us kicking off a tailored scoping process. Is that a fair objective to shoot for?

Question 25

Recite

We know you’re evaluating others in the space, and we support that. The purpose of this call is to earn ‘vendor of choice’ status. Obviously you won’t tell us that on this call, but we want to empower you with what you need to decide, so by our NEXT call, you’ll be able to share the verdict with us. Is that fair?

Question 26

“Establish the big picture” before a demo for BRE Brett

Question 27

“Establish the big picture” before a demo with Support Sally

Question 28

5 min demo: Branded Webpage

Question 29

5 min demo: Resource Directory

Question 30

5 min demo: Guides

Question 31

5 min demo: Engagement

Question 32

5 min demo: Applications

Question 33

5 min demo: Analytics

Question 34

Propose next steps after a demo

Question 35

Objections: Our city isn’t the right size for this software.

Question 36

Contrast with EcoHub

Question 37

Contrast with Bludot

Question 38

Contrast with Salesforce

Question 39

We’re a small town; people just walk into the office if they need something. I don’t know if they would use an online tool.

Question 40

There are too many people that help small businesses. It’s not unified under one department.

Question 41

I’m not sure who else from our organization would need to see this.

Question 42

Qwally discovery prompter

Question 43

Cold call script: BRE

Question 44

Cold call script: Support

Question 45

Cold call script: Procurement