Sales Talk Tracks Flashcards
Client: “Send us the pricing and will get approval internally” (Qualify deal - Top 5 Questions)
I’ve been in situations before where client wants Zoom but realizes there is far more involved in procurement process than anticipated. Would love to help you dot the I’s and cross the T’s to ensure we can secure Zoom for you. Mind if I asked you a few questions to help you do this?
PASBBT - Need to ask them these questions because I don’t want them to Pas Buying Big Technology
P - Procurement
A - Approval
S - Signer
B - Budget
B - Boxes
T - Timelines - EOM
- Every co. is different - what does procurement process look like there?
- Who will be signing off and what does getting approval entail? Are they primed?
- What budget would this come out of? Not sure if budgeted since we spoke today. lol
- If I can get you $15 per license, do you think it’s feasible to sign by EOM? Finance will grill me
- Anything we haven’t gone over that is important to you? Boxes we need to check for it to make sense to move to Zoom?
Customer shares pain. What should I do?
Ex. “WebEx is not reliable.. people complaining about it”
Seek to deeply understand.
- “Not reliable?”
- “How often does this happen? And how long has it been happening for?”
- “What’s the impact of this? Personally and professionally”
- “Plan in place to solve for this? What if you don’t solve this for next year? What does this mean for biz/you?”
- “Trying to understand to what extent this is important to u- If we could solve this problem, what would the benefit to your company be? And to you?”
“not sure if Zoom can help with this.. very frustrating” (pain = lack of reliability, value statement tied to biz goals)
Based on
Based on what you shared with me I believe we can help.. Zoom offers the highest rated audio and video experience. This means you and your colleagues will have a better meeting experience. What happens when they have a better experience? They’re happier (Harry M talk track)
Client “Should wrap things up” (support)
Before I let you go, what i want to leave you with is we are behind you now and into the future. We are just adding more ppl to the convo – going to loop in your CSM. We have a small army here to ensure you are successful now and after you buy.
Client: “what features do you have? Tell me more about product innovations.”
Taking a step bk, I could on about features and functionality, but i want to focus on high level value that will drive biz results for you and make you a hero.
if had to boil down what we can do for you to 1 thing, it’s create an AMAZING employee experience.
The quality, reliability, performance, ease of use, all these elements create this super rich employee experience. When employees have a great experience - what happens? They LOVE working there, do a great job. You’re taking noise out of system, allowing them to get work done in easier fashion - means less turnover, higher productivity, higher topline numbers and reduced bottom line #s. If employee experience is not good, can’t get work done, not happy, look for job, won’t refer ppl, trickle effect.
Because we… (value statement)
Because [product] has [feature] …Your colleagues will be able to [advantage] … which in turn will.. (productivity, revenue, morale, turnover)
Feature
• Highest quality audio/ video experience and reliability
• Speed of innovation – first to market in most areas
• Simplicity of platform – 1 click
• Scalability – 10k
• Integrations – 600+ apps
• Security – end to end encryptions + AES 256 GCM
Benefit
• Colleagues
o Improve user experience - Better meeting experience
o Happier employees – means do a better job
o Easier to build trust with clients and collaborate internally
• Which in turn will improve..
o Increased productivity and revenue
Client: “We want to save money/ reduce costs by consolidating tools. Have too many platforms and paying too much”
Tell me more about tools, challenges, expiration date etc
Because we are a complete solution we’ve helped companies consolidate platforms, which saves money but more importantly increases employee productivity and engagement.
We provide you with a complete package for a predictable price with no hidden fees. You get a better product for less money!
Multi-thread at the end of the call
Part of my job in addition to helping you is to help the rest of the company learn about Deel and see if there is an opportunity to help. Is there anyone you recommend speaking with that might be interested in learning more?
Top 4 Discovery Questions to get more
(1) TELL ME MORE
(2) MIRROR LAST 3 WORDS
(3) When you say ____, what do you mean?
(4) WHY? WHY? WHY?
Close for demo
I’m excited based off what I heard today, think on paper this makes sense for you. If we are in alignment there’s interest, I’d love to give you a custom demo to go deeper.
(1) Does this sound compelling and like something you’d like to learn more about?
(2) Im assuming need buy in from more people, who do you think we need to involve?
Client: “Send us pricing for 10 licenses”
One thing I want to ask you because it will save you money – are you open to 48 month or 36mont term?
ZP
- Cloud based PBX, unified app in 3 places: mobile, computer, and desk phone. No behavioral change because in the same app. Cheap – only $15 USD/ license for unlimited NAMER calling
“Can we get a demo or discount?” (quid pro quo)
Demo —> ask to bring in DM committee or DM
Discount —> myd, sign by EOM, intro to DM to get exec alignment
Client: “We are evaluating our options. May go with Zoom, may not”
(Make customers uncertain about their alternatives)
Sounds like you’re on the fence:
- What are other alternatives that you are considering?
- “Go with Competitor” - to what extent can competitor solve x challenge for you?
- “Not sure” - how do you plan to solve x challenge then? .. sounds like it is important - unless something changes
Mind if I share my 2 cents?
Best way to evaluate your options is thru a POC. Proof in the pudding. Will allow you to pressure test our solution and get feedback from your team.
When client wants price before disco and demo: “What’s the price? I know what Zoom is”
Let’s first make sure it makes sense for you. we follow a consultative approach at zoom and like to ensure a fit first. It may not make sense for you.
Would like to better understand your biz and then I can share pricing - sound good?
(If they keep pushing for a price, share a range and remember they will ONLY remember the low range)
Price ranges from $25-35 / month/ license
Client: “Can we get better pricing? sharpen your pencil?” (3 things to ask for in exchange)
If you are open to committing to a 3 year term, I can get you a lower price.
If you are open to signing by EOM, I can get a lower price for you.
I can get you a lower price if you’re open to helping us get exec alignment - are you are open to introducing me to your Director of IT?
Sharing Pricing (solid positioning - corp visions)
The total cost of adding Deel for customers of your size can reach $30k monthly. (Anchor)
Based on your needs, your investment will only be $10k monthly. (Your cost)
This deployment can be rolled out immediately, saving you $xx annualized but more importantly improve your payroll experience for your employees and reducing misclassification risk right away. (ROI)
Let me walk you thru the special pricing I got approved for you.. (you’re special)
Client: “This is WAY too expensive” (justify value)
We try to keep our prices reasonable and do feel there is strong value for your money. Deel isn’t any compliance/ hiring/ payroll platform, we… (POD)
PAUSE
○ Superior product because of..
1) we innovative faster than any other vendor - first to market w innovations. So u can trust that if new features come to market, u’ll be the first to have them. Solve for ur current and future needs
2) highest rated reliability in the market - use less bandwidth - shown by wainhouse research + other 3rd parties. Ur colleagues will have a flawless video experience which will make them more engaged and productive and happier at ur company
3) Better customer experience - how do we know? The market has told us - we have the hgihest NPS score
Client: “Rippling is WAY cheaper”
Challenge line of thinking
Just because its cheaper does not necessarily mean it is the best thing for ur company. For instance, skype was also free. PAUSE. We try to keep our prices reasonable, and we do feel there’s strong for value for ur money.
KEY MESSAGE: Better comes at a price
Rippling is only $5.
- Challenge
If price is the only driver and you’re paying $5 than maybe you should continue using Gotomeeting. PAUSE
- You’re not just trying to switch because of price right? You’re trying to be more efficient and productive
- We are different and better.
we’re not the same solution, you’re not comparing apples to apples, with our solution you’ll get a better…
a. user experience which will ensure ur employees have GREAT meeting experience. when ur colleagues have a great meeting experience, what happens? thye’ll LOVE working there, be happier and do a good job. Taking noise out of system and allowing them to get their job done more easily
b. simplified mgmt which saves YOU time/
c. better customer support experience
Client: “not sure we will move forward.. even though WebEx sucks”
3 follow up questions
Is solving your reliability issue is no longer important?
Has something changed?
Where is the hesitation coming from?
What 4 things I will do to build credibility?
- Pause before responding
- Speak slowly to eliminate likes/ ums
- Speak in serious, consultative tone (Adrian Reyes tone - consultant)
- Ask good questions
(If a Dr doesn’t ask you questions and prescribes something, how would you feel?)
Client: “not moving forward”
interested, what your reservations?
You mentioned solving x challenge is important, has something changed?
Client: “really just doesn’t make sense for us right now. let’s revisit in future” When outcome is a clear no.
3 questions
Interest, what are your reservations?
You need to do what’s best for you and your team. Do you know when evaluating next?
If u may be so bold - We would love the opportunity to be a part of that conversation and talk to your IT team.
Can I check bk with you in 3-6 months to see how things are going? And get a sense of your experience w MS/ WEBEX?
Walk thru line items if pricing (Maria talk track)
3 parts: Special price, quid pro quo, normally don’t do this.
__________
(1) YOUR SPECIAL PRICE
I worked w finance and got special approvals to get u…
Typically customers pay list price, which is $27/ license, for 200 licenses just so u know. You will only pay $22. This represents $48k in savings
- Ontop of that you are getting x.
(2) QUID PRO QUO
A few other levers I have available…
(1) Time - If ur willing to move this month, I can get you an additional 20 licenses
(2) Duration - If u can commit to a 36 month term, I can get you an extra free month
(3) Intro to DM
(3) CLOSING —> You won/ are the hero
Normally we don’t do this for 200 licenses but we want to build a successful LT partnership with you and your team and don’t want a few dollars to get in the way
- You’re doing a great job for (your company) bc this offer is VERY competitive. Please don’t share this pricing w other companies
Comm apps are Mission critical
—> explain the real cost of Comm apps not working (magnify pain)
Right now in a hybrid/ remote environment, payment and compliance platform are considered mission critical
- I’m hearing from most of my clients that they can’t afford to pay misclassification fines or not provide their employees with the best payment platform out there
If payment experience is not good, can’t get work done, get frustrated/ become less happy, look for job, won’t refer ppl, trickle effect
Am I using serious/ smart Eileen voice? Therapist Eileen voice
Are you speaking in serious tone? therapist Eileen voice?
Are you practicing in serious / smart Eileen tone? Therapist or consultant Eileen?
Practice shamelessly. There is no shame in wanting to be a better professional. No one likes a high pitched, upbeat salesie voice (think of Adam Stockhoff or Alexxa or Jackie DaSilva - didn’t do well bc overly enthusiastic)
PASBBT
Procurement process
Approval
Signed
Budget
Boxes
Timeline
