BDR - Scenarios
GK tells you they're not interested.
Call them again nextweek
I already have a CRM. I'm on Whatsapp.
5.1 "I Already Have a CRM"
Client shows up to the call. "says I don't really know what this calls about"
Look at the BDR's notes and recap what they discussed. Highly emphasize the discover part of your call
What is the turn around time to Easydocs?
It can depend on how quickly you can turn things aroudn to our team but it is typically a 30 to 60 day turn around.
GK says that they don't have a sales team and they don't prospect
call again next week
GK tells you. I can take down your information.
2.5 Let Me Take Down Your Information
Client asks for price in the middle of your demo
Price rebuttel
What if I don't want my sales rep to see every account in the pipeline? Do I have control of that?
You can explain the 3 user levels. Then explain how manager accounts can control what mid level and frontline levels can see.
DM tells you that they recieve all inbound and have no sales team.
disqualify
DM asks you what the price is
5.10 "How Much Does This Cost?"
Mid-way through the demo, you discover the person on the call has no DM power. You have another call "agreement review call" in 15 mins
Your goal is to build rapport with the prospect throughout the call and set a 2nd with the other stakeholders in the a lotted timeslot
How fast is your support? What if want to do something myself? Do I always need to contact your team?
You recieve a dedicate account manager, week days (within 24 hours) weekends (24-48 hour). You also recieve access to Wingmate flight school. It is a database that has step by step instructions to FAQ's
DM asks you if Wingmate can scan the image and then provide a qoute on what its looking at.
NO. re-explain how it works.
Can you send me more information?
Send me an email rebuttel
You're going into closing, and the DM prospect tells you he will need to speak with the ultimate DM about this. No matter the prospect cannot make a decision today
Follow-Up Rebuttal
Attempt to identify any additional decision-makers involved in the buying process. If another decision-maker is essential to moving forward, work to schedule a follow-up meeting that includes them so they can see the demo firsthand and have their questions addressed.
When pricing becomes an objection, try to make sure you price rebuttel before getting into commercials.
Try to focus on understanding their budget and investment expectations. The goal is to uncover their budget range first, then position the most appropriate solution based on the value it delivers, rather than negotiating solely on price.
The common deal killer scenario. If you provide an agreement without the main DM on the call, they might pre-emptively shut down deal without giving you an opportunity to present it and build value.
I need to see what my ROI on this would be
What do you define as ROI?
DM says he is the only person on the sales team. BUT they're window shopping for a CRM.
Qualified booking
No.
You're on closing. They are SOLD. The deal size is 1800 USD. They told you they're investment with hubspot is $1000 USD per month. They tell you they want to do this NOW. But they're still under a contract with hubspot for 3 more months and they don't want to double pay, is there anything you can do to sweeten the deal?
You can get creative with the price negotiation.
Example 1: Add a stipulation in the agreement first 3 months 1000 off to offset the hubspot cost, then goes back to original price on the 3rd month.
Example 2: Discount $250 off the total MRR, which takes off $3000 on ACV, to offset the cost of their hubspot.
It's all about communication with the customer coming a consensus
I was wondering if you could provide 3 refferrels in my industry and send me their contact info to me before I make decision. Potential deal size: less than 500 USD.
Research rebuttel. Explain the whole company mission, show customer testimonials, give you're biggest history SPIEL on Wingmate. Then ask again at the end you'll do your best to reach out to existing clients and see if they're open to giving their contact info. would this be a dealbreaker?