Sales Flashcards
Can you just show me the platform?
John I have a rule that you’re probably gonna hate. smile I only demo the product after I’m convinced you need what we have
We prefer someone with lots of clients in the state
So you’re telling me if you genuinely believed we were the best company in the space, you wouldn’t choose us because we don’t have enough clients in the state?
We need to think about it!
: I see. Well i’m gonna be completely upfront. In my world, a “think it over” usually means a
No. Could that be the case here?
(cold call) What is that you do?
If I told you we help companies like yours eliminate massive billing headaches, some of
which we eliminate forever, what would you say?
We’re sick of our current permit system and we want to replace it
You know John this reminds me of a city who before coming to us they tried to upgrade their permit system rather than replace it. How come you guys haven’t explored that option?
We just wanted to see how your tool works
🐲: And what would you need to see it do in order for you to justify the investment?
We’re looking for a solution that can do X, Y, and Z.
🐉: So we do 2 out of those 3 things the best in our industry. The 3rd thing we can do pretty
well. Is that a deal breaker?
asks technical question
Ill check
“Is this something you’d be interested in?”
“Here’s what next steps look like”
🤡 “Does that make sense?”
🐉 “You with me so far?”
Prospect: Yeah we need help with permitting
🐉 Can you be more specific? Obviously everyone coming to us has the same problem, but the
details are different
Prospect: Nah man I’m not interested
🐉 So you’re telling me that you’re not even the slightest bit curious on how [competitor]
got XYZ result?
Yeah send us a proposal
🐉 I’m not sure what you mean by “proposal”.. next steps would be to send the agreement but
only if you guys want to move forward. Otherwise no point!
Prospect: Hmm I’m not sure
🐉 We’ve spent a lot of time together and you’re still unsure so maybe it’s not the right fit for
you. All good!
Why should we work with you?
🐉 Idk maybe you shouldn’t
Prospect: What?
🐉 Our clients are very selective and are interested in XYZ.. unless that’s you it’s probably not
be a good fit
Prospect: We want to continue exploring alternatives
🐉 Is that what you really want?
Prospect: We just want to make sure we make the best decision
🐉 What’s the best decision look like?
Prospect: Can we get a discount?
🐉 Wish I could but then it would eat into our profit margins affecting our ability to support
clients like you.
Prospect explains an inefficiency in their process
🐉: And do you see the way you’re currently doing things is a problem OR is it manageable?
“Let’s assume”
Let’s pretend
🤡: Must be cold by you!
🐉: Im gonna be upfront. I’ll be asking you a lot of questions on this call. Its so I can determine if
we can truly help you. If we cant help, i won’t waste any time and will tell you
🤡: we can help you with permitting!
🐉: we’re carefully selecting a dozen or so cities who are committed to modernizing their permit process
Good how are you?
Busy as hell but that definitely beats the alternative. So let’s get right into it. The context is, we’re carefully selecting a dozen or so cities who are truly committed to modernizing customer service. I’m gonna be upfront with you. As part of that process, I’ll be asking you a lot of questions on this call so I can determine if we can truly help you. If we cant help, i won’t waste any time and will tell you. If we can, then we’ll move to the demo and discuss next steps from there. Sound fair?
Are you a software company?
When you say software do you specifically mean permitting software or any computer software written with computer code?
