Sales

Question 1

Can you just show me the platform?

Answer 1

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

Question 2

We prefer someone with lots of clients in the state

Answer 2

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?

Question 3

We need to think about it!

Answer 3

: 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?

Question 4

(cold call) What is that you do?

Answer 4

If I told you we help companies like yours eliminate massive billing headaches, some of
which we eliminate forever, what would you say?

Question 5

We’re sick of our current permit system and we want to replace it

Answer 5

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?

Question 6

We just wanted to see how your tool works

Answer 6

🐲: And what would you need to see it do in order for you to justify the investment?

Question 7

We’re looking for a solution that can do X, Y, and Z.

Answer 7

🐉: 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?

Question 8

asks technical question

Answer 8

Ill check

Question 9

“Is this something you’d be interested in?”

Answer 9

“Here’s what next steps look like”

Question 10

🤡 “Does that make sense?”

Answer 10

🐉 “You with me so far?”

Question 11

Prospect: Yeah we need help with permitting

Answer 11

🐉 Can you be more specific? Obviously everyone coming to us has the same problem, but the
details are different

Question 12

Prospect: Nah man I’m not interested

Answer 12

🐉 So you’re telling me that you’re not even the slightest bit curious on how [competitor]
got XYZ result?

Question 13

Yeah send us a proposal

Answer 13

🐉 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!

Question 14

Prospect: Hmm I’m not sure

Answer 14

🐉 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!

Question 15

Why should we work with you?

Answer 15

🐉 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

Question 16

Prospect: We want to continue exploring alternatives

Answer 16

🐉 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?

Question 17

Prospect: Can we get a discount?

Answer 17

🐉 Wish I could but then it would eat into our profit margins affecting our ability to support
clients like you.

Question 18

Prospect explains an inefficiency in their process

Answer 18

🐉: And do you see the way you’re currently doing things is a problem OR is it manageable?

Question 19

“Let’s assume”

Answer 19

Let’s pretend

Question 20

🤡: Must be cold by you!

Answer 20

🐉: 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

Question 21

🤡: we can help you with permitting!

Answer 21

🐉: we’re carefully selecting a dozen or so cities who are committed to modernizing their permit process

Question 22

Good how are you?

Answer 22

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?

Question 23

Are you a software company?

Answer 23

When you say software do you specifically mean permitting software or any computer software written with computer code?