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Objection Handlings

The document outlines various objection handling techniques for sales calls, addressing common responses such as disinterest, requests for emails, existing solutions, budget constraints, and follow-up timing. It also provides insights on how to approach users of competing platforms like Skype, Cisco, WebEx, PBX, and Zoom, as well as direct relationships with Mitel, Avaya, and Teams. The goal is to facilitate conversations that highlight the benefits of RingCentral's unified communications solutions.

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rohit.kale
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© © All Rights Reserved
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Download as PDF, TXT or read online on Scribd
4 views

Objection Handlings

The document outlines various objection handling techniques for sales calls, addressing common responses such as disinterest, requests for emails, existing solutions, budget constraints, and follow-up timing. It also provides insights on how to approach users of competing platforms like Skype, Cisco, WebEx, PBX, and Zoom, as well as direct relationships with Mitel, Avaya, and Teams. The goal is to facilitate conversations that highlight the benefits of RingCentral's unified communications solutions.

Uploaded by

rohit.kale
Copyright
© © All Rights Reserved
Available Formats
Download as PDF, TXT or read online on Scribd
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OBJECTION HANDLINGS

1. NOT INTERESTED
- May I ask the reason why?
-I totally understand! I'm sure you can imagine I hear that a lot (laugh with this!), but for YOU
SPECIFICALLY...what is it you're not interested in?

2. SEND ME AN EMAIL
Sure! I can definitely send some info to you. Can you confirm your email address?
- Okay, and what are you guys currently using for voice video and chat?
- How is your current system working out for you (0-10)?
-How many users do you currently have?
-Are you currently in contract? How long?
Excellent! So what I'd like to do is send you the info you requested, but also schedule a time for
my partner to follow up next week on either Wednesday or Thursday, to go over what you've
learned, answer any questions that I'm sure will come up, and talk about how that applies to
your environment specifically, does that sound fair?
3.ALREADY HAVE A SOLUTION IN PLACE (USING SOMETHING)

I completely understand, (name)! Everyone we talk to is using something. I mean, it only makes
sense, right?
May I ask what you guys are currently using?
So (Prospect name), we aren’t looking to rip and replace what you guys currently have. What
we want to do is to simply give you some insight into what RingCentral is doing with similar
companies as the industry leader of unified communications and see if there’s any ground to be
made up. If there is - great! If not, at least you’ll have a direct point of contact at RingCentral,
you know, for any eventualities that come up.

So again, we do have some time coming up on (day) and (day) next week, which one would be
better for you?

4. PUSHING FOR A FOLLOW-UP IN FEW MONTHS


That makes sense, why don’t we do this? Why don’t we have the introductory call this/next
week on Thursday and discuss how this might work for your environment specifically? If it
makes sense from there, we can schedule the next steps for the end of the year. Does that
sound fair?

5. WE DON’T HAVE THE BUDGET


We are not looking to have budgets and contract conversations at this point. We know how long
these things take, and what we’re trying to do is to give you an idea of what we are doing so
you’ll have the information for the future and when the time comes.
So, again, we do have some time coming up on Tuesday and Thursday next week. Do mornings
or afternoons work better for you?
COMPETITORS

SKYPE:
So what we're talking to most Skype users about is the limitations on Skype chat that
don't exist within Ring Central and that's helping them maximize the investments they
make in their unified communications environment.
BACK TO CALENDAR
CISCO:
Is it on-premise or in the cloud?
if on-premise: when was the last time you looked into cloud solutions?
So what we're talking to most Cisco users about is how we offer more cloud phone
capabilities, stronger SLAs, native SMS, industry-leading analytics, and a huge gallery of
integrations, all in one UCaaS solution and that's helping them maximize the
investments they make in their unified communications environment.
BACK TO CALENDAR
WEBEX:
So what we're talking to most WebEx users about is how we offer more cloud phone
capabilities, stronger SLAs, native SMS, industry-leading analytics, and a huge gallery of
integrations, all in one UCaaS solution and that's helping them maximize the
investments they make in their unified communications environment.
BACK TO CALENDAR
PBX:
So what we're talking to most PBX users about is the virtual PBX solution that’s provided
and accessed completely online, eliminating the need for any hardware setup or
maintenance – a huge game changer in terms of flexibility and convenience and that's
helping them maximize the investments they make in their unified communications
environment.
BACK TO CALENDAR

ZOOM:
So, what we're talking to most Zoom users about is Zoom’s video-first and video-only
approach, compared to RingCentral’s voice-first unified communications platform that
provides a more comprehensive solution for internal and external communications and
that's helping them maximize the investments they make in their unified
communications environment.
BACK TO CALENDAR

DIRECT RELATIONSHIPS:

MITEL:
Is it on-premise or in the cloud?
if in the cloud: that means that are already a RC customer.
if on-premise: when was the last time you looked into that cloud solutions?
Oh! So you're using Mitel! RingCentral is now Mitel's exclusive UCaaS partner, providing
Mitel customers with a future-forward cloud communications platform and that's
helping people like you maximize their current investment with Mitel.
BACK TO CALENDAR
AVAYA:
Is it on-premise or in the cloud?
if on-premise: when was the last time you looked into that cloud solutions?
Oh! So you're using Avaya! So, I'm not sure if you knew this, but Avaya has become
RingCentral's premier outbound cloud-based phone provider and we're having
conversations around that integration and how that's helping people like you maximize
their current investment with Avaya.
BACK TO CALENDAR

TEAMS:
Oh! So you're using Teams! We actually work in the background with Teams. We provide
a 99.999% uptime guarantee and that’s written into our contract. What that's doing is
it’s helping Teams users like you maximize their current investment with Teams.

BACK TO CALENDAR

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