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TeleMarketing Script for Axcient

The document is a telesales script designed to guide sales representatives through a phone call with potential clients. It includes strategies for handling objections, asking probing questions about the client's current data protection and disaster recovery solutions, and ultimately aims to schedule a follow-up appointment. The script emphasizes empathy, active listening, and the importance of understanding the client's pain points to facilitate a productive conversation.

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kcaramelm123
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© © All Rights Reserved
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Download as DOC, PDF, TXT or read online on Scribd
2 views

TeleMarketing Script for Axcient

The document is a telesales script designed to guide sales representatives through a phone call with potential clients. It includes strategies for handling objections, asking probing questions about the client's current data protection and disaster recovery solutions, and ultimately aims to schedule a follow-up appointment. The script emphasizes empathy, active listening, and the importance of understanding the client's pain points to facilitate a productive conversation.

Uploaded by

kcaramelm123
Copyright
© © All Rights Reserved
Available Formats
Download as DOC, PDF, TXT or read online on Scribd
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TELESALES SCRIPT

<First Name> it's <First Name> with Partner NAME – that name doesn't ring a
bell does it? That's OK; I don't think we've spoken before. But it sounds like
I've caught you at a bad time...

(If YES): Not sure it makes sense to have a conversation, but when would
you have 2 minutes for me to tell you why I've called?
(If NO): Not sure it makes sense to have a conversation, but I can tell you
why I called in about 60 seconds and you can tell me if it makes sense to
keep talking. Would that be OK?

{Name} I am working with {Use their job title} who are experiencing a few
issues: Some are concerned that the time and effort that goes into restoring
critical data, servers and applications in the event of a failure is too difficult
and; Others are spending significant time managing multiple solutions – one
for backup, one for disaster recovery, another for business continuity,
archiving, etc. ; and most are pretty satisfied with what they are doing but
suspect that they are not utilizing the most robust/and or cost effective tools
and concerned they don’t have best-in-class. You're not facing any of these
issues are you?
Can I ask you a few questions about that?

PAIN FUNNEL
Questions:
If they have pain or an issue they tell you about:
 Give me an idea of how you’re protecting your
critical business systems today? How long has this issue been going on?
 What are you doing for disaster recovery/ off
siting? What have you done to fix it?
 If you were to experience a server failure, how
long would it be before you’re back up and How did that work?
running?
 Do you have physical and virtual servers? How What is it costing you?
many?
 What do you like about your current solution?
How do you feel about that?
 What do you not like about your current
solution?
PERSONAL IMPACT: You’re not worried about
 Can you spin up/failover/virtualize servers in a
secondary location? potentially losing your job are you?

Really? (Not excited... empathetic) Can you tell me Have you given up on trying to fix the problem?
more about that?
Empathize and Active Listening What’s your level of urgency?
OBJECTIONS
1. I’m too busy right now…
a. That's what I thought, and to be honest, if you weren't we wouldn't have much to talk about.
Would it make sense for me to tell you why I've called in 60 seconds and then you can
decide if it makes sense for us to look for a time to have a conversation? (GO TO 30
second commercial)

2. What are you selling?


a. Oh no – do I sound like a salesperson!? (Laugh) I'm probably less convinced than you are
that I could sell you anything. (Or some such disarm) I have no idea if we could work
together – would it make sense for me to tell you why I've called and then you can decide if
it makes sense to keep talking? (GO TO 30 second commercial)

3. We are all set /We are not interested…


a. Excellent! Glad to hear it. You're in a better position than a lot of folks I talk to. Can I take
off my sales hat and ask you a question off the record? (GO TO Pain Tree inquiry)

4. Send me some information…


a. I mentioned earlier that we are a different kind of an organization than most you probably
engage with. I don't usually send data sheets, analyst reports, whitepapers, case studies,
marketing propaganda... Why do you think that is? (Whatever response they give, say
“EXACTLY!” If they have no good response:) Well two reasons: 1) You are smart enough to
realize that whatever I send is going to say that we are fantastic and ultimately will still
require you to evaluate for yourself whether or not PARTNER NAME is potentially relevant to
you. 2) Typically when asked to send info it's a polite way to get off the phone without
having to deal with a desperate salesperson who is trying to convince you to buy something
you have no business case for. (laugh – keep it real. But light.) So what would you like me
to do?
b. I don't usually do that because the time it would take me to pull together, coupled with the
time it would take someone as busy as you you to pour over: a bunch of marketing lit, or
analyst praise, whitepapers and case studies... would be better spent in a one-on-one
conversation and demo with an engineer peer, in a conversation specific to your
organization. Does that make sense? (Go to Demo)
c. What specifically would you like me to send? (Don't HELP. Enjoy the silence.) I could
probably pull that together. How much time would you need to review those things?
(FOLLOW Decision Making Process inquiry questions – and get a clear future.)

5. How much does it cost...


a. <If asked VERY early and without context> Valid question... which unfortunately I don't have
an answer for. At this point I'm not convinced that you're environment/goals would be
significantly impacted like others we work with. Were you asking to get me off the phone
(laughing – confident) or would it be OK if I ask a few questions to see if there's any
alignment? (Go to 30 second commercial OR Qualify)
b. <If asked VERY early and without context AND you have Ninja skills> So you DO have some
familiarity with PARTNER NAME. I'm sorry I misunderstood that. What server/data
volume/location architecture were you investigating and what were the gaps you identified?
I wasn't at all convinced yet that we were at that point of discussion. (Dummy Curve.)
c. <If asked after some thoughtful conversation and PAIN discovery> Good question. Is there
a particular reason you asked me that right now? (Always find out the reason for a question
before answering). Suppose I told you that at this point I could give you some broad ranges,
or talk about the pricing model... but a deeper dive would be necessary to give you anything
definitive? Would that be OK? (Go to Demo)
CLOSE THE APPOINTMENT:
Well {Name} from where I sit, a deeper dive into what we solve for might benefit you. If you are anything
like most people I speak to, you have a totally slammed calendar, right? That's the vicious cycle – you need
more bandwidth, but don't have the time to make it happen. I don't suppose you could find 45 minutes on
your calendar in the next 10 days to have a one-on-one with an account executive to see how we've solved
for some of these issues? (BALK AT FIRST SUGGESTION – it is HARD FOR YOU TO FIND TIME TOO!)
 What is your email address so I can send an invite?

 Aside from you, who else should hop on the call so we can take advantage of the time? (Get email
and title to send invite)

 What specific questions should I make sure that we are prepared to answer for you on that date?
Get a list for handoff

C ONFIRM (P OST - SELL ) THE APPOINTMENT :


I know things come up all the time. Are you considering this meeting “tentative” or confirmed? How would
you like me to remind you of the meeting? Like you our account executives are pretty swamped. If
something comes up could I expect you to let me know 24 hrs ahead? I'd appreciate it.

Great. I’ll let {AE} know that you will be expecting him at {TIME}.

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