Terms and Conditions
What is the one thing that sets Nextiva apart from other UcaaS providers?
Being able to work through a local partner is the main thing that sets Nextiva apart.
What are the three main objections we hear from prospects on the phone?
1. Already have something in place (this category includes: happy with what they have, contracts, and working with another partner/3rd party vendor)
2. Not interested
3. Bad timing
What is EBQ Closing #3?
Always be closing.
What do we notate in the Custom #2 field on the lead side of Salesforce?
Prospect's phone carrier; Prospect's phone system
When we hear someone uses these types of phones, we consider them a hot lead. What types of phones are these?
PBX system
If a prospect exclaims that they get these calls 15 times a day, what is the preferred rebuttal?
"When’s the last time you’ve sat in on a call with a communications provider, or looked at new solutions?"
What are the five W's when connecting with a prospect?
Who?, Where?, What?, Why?, and When?
- Who we are?
- Where are we calling from?
- What are we calling about?
- Why should they take a meeting?
- When are we setting the meeting?
After setting a meeting and creating an opportunity, what 3 items need to be notated or edited in Salesforce on the opportunity page?
The EBQ Next step, set date, and the probability needs to be changed to 5% (Change the opportunity to prospect is also a qualified answer).
What does UcaaS stand for?
Unified Communications-as-a-service
If a prospect states that they are not interested, what should you do next?
Find out why the prospect is uninterested and continue the conversation.
How many times should we be asking for the meeting during a call?
Ask for the meeting 3 times or ask for the meeting 2 times and then a handoff.
Taking it one step further, what is the one additional step we must notate on the opportunity page after we set a meeting and create an opportunity whenever we have a handoff?
Write "Handoff" in the company description.
What is the difference between VoIP and softphones?
VoIP can still pertain to hardphones or analog phones that can keep someone stationary at their desk whereas a a softphone can work on any Internet-capable communication device. (ie. ipad, laptop, mobile phone)
A prospect states that they do not have an IT department and outsource their IT needs to a 3rd party company. What is the preferred rebuttal?
Ask who handles the relationship between the company and the 3rd party IT company? or ask who the IT company is and who would be the main point of contact to speak with at that company?
What are the five discovery questions for Nextiva?
1. What type of phone system do you have? or What phone system are you using?
2. Are you in a contract?
3. How many seats/users do you have?
4. How many locations?
5. Are you currently working in a remote or hybrid environment?
When EBQ Meeting Feedback is sent back to us from the rep, what are the two things we must do next?
1. Copy and past the meeting feedback into a call log on the contact.
2. Change the opportunity to Qualified if the prospect was quoted.
(Fill in the blank) Our main top competitors are:
M_____; S_____
R_____
A_____
___ by ___
Z____
and _____9
Mitel; Shoretel
RingCentral
Avaya IP
8 by 8
Zoom
and Five9
A prospect says they are in a contract for the next 3 years with a provider but they are very unhappy with their service and are eager to learn more about how Nextiva can help them. However, you let them know that you can send an email but you won't be able to set a meeting with them until they have at least a year remaining in their contract.
Did you handle this situation correctly?
No.
(Reasoning) While we commonly look to start the conversation when they have at least a year left in their contract, if a prospect is very open about their pain points and want to take a call, we should set the meeting. It is very possible that we could still help this person and even find that we can help them sooner than we initially thought.
What are the three cues Spencer talked about in the department meeting that once you hear them, this is your sign to go in for the close?
1. The prospect paused
2. Yes, but... (In this category the prospect has agreed while simultaneously telling you their objections or hesitations)
3. The prospect is asking questions
What is the equation for the Current Achievement of Target for our weekly recaps?
# out of # of completed meetings = %