Objections
Using LDA;respond to this objection:
I don't have time right now.
L: I thought you might say that
D: I know it is month end and you are probably up to your eyeballs in paperwork.
A: Do you have time next week to connect?
What is the benefit of having Concur Locate?
Protect employees by staying aware of events and travel itineraries. Whether it’s a simple change of plans or an emergency, Concur Locate enables you to fulfill your duty of care.
What are 3 benefits of Concurs ExpenseIt?
1. Eliminate manual data entry: Take photos of receipts on-the-go, or submit receipts via email to populate business expense items.
2. Increase compliance: Leverage machine learning to increase compliance by matching receipts and credit card charges to ensure more accurate expense data.
3. Reimburse employees faster: By ensuring photos of receipts are included with every expense, reports are approved more easily and employees get reimbursed faster.
Walk me through a manual invoice process.
HINT: CRAPR
Capture
Rout
Approve
Pay
Report
What does LDA stand for?
Ledge
Disrupt
Ask
Using LDA;respond to this objection:
Happy with our current process/We have been doing it this way for 30 years.
L: I can understand that.
D: Most of our clients said the same thing before they investigated automating their spend management process with SAP Concur.
A: What does you AP & Expense Process look like like today?
What are 3 benefits of Concur Hipmunk?
1. Get the lowest-possible rates: Exclusive discounts and pre-negotiated rates on airfare, hotels, and car rentals
2. Continue to earn points and miles
3. Automatically send bookings to Concur Expense, easily monitor spend
4. Find hotels near your meetings, flights that fit your schedule
5. Find the best travel options
What is the average annual savings with automated travel and expense management solutions?
a. $15,000
b. $25,000
c. $30,000
$30,000
What are 3 benefits of automating your Invoice solution?
Get Rid of the Paperwork
Manual Entry
Errors that Slow Down Accounts Payable
What are the 5 steps of the 5 step framework
1. Attention
2. Identify
3. Reason
4. Because
5. ASK
Using LDA;respond to this objection:
We have other projects taking priority right now.
L: I am glad you brought that up.
D: Most of our clients find that automating their AP/Expense process with Concur actually frees up time and staff to focus on other projects or initiatives.
A: What could you do with some extra time in your week?
True OR False
Concur Travel is sold externally by our TMC partners.
True
TMC is a 3rd party company that manages travel for prospects.
Which of these companies is NOT considered a strong expense competitor of SAP Concur?
Chrome River
Nexonia
Oracle
Coupa
Oracle is an ERP System.
Their expense tool is called IExpense.
____% less time is spent by users on managing invoices using Concur.
16%
Give me 3 examples of a Ledge statement.
"I hear that a lot"
"I thought you might say that"
"I'm glad you brought that up"
Using LDA;respond to this objection:
We are already automated.
L: I'm glad you brought that up.
D: I understand a lot of companies have taken initial steps in going paperless; However, we're finding there is still a lot of data entry taking place.
A: Are you the person entering in data?
On average how many expenses fall out of company policy?
a. 15%
b. 20%
c. 30%
20%
On average what percentage is the time savings from expense-report submission to reimbursement for users of automated expense solutions?
a. 57%
b. 80%
c. 92%
80%
What does Concur Invoice allow you to do?
Concur Invoice allows you to capture and automate paper and electronic invoices, then integrate those payments into a single system for managing all of your spending.
What is the point of the Disrupt in LDA?
Say something different than what they were expecting
To prove them wrong by creating value
Using LDA;respond to this objection:
We use your competitor.
L: That's exactly why I am calling
D: Even if it doesn't make sense to do business with us at the moment, we're happy to help you with some due diligence and give you a competitive quote so you can compare apples to apples.
A: What does tomorrow morning look like?
Our supplier network includes the biggest, most-recognizable names in the travel business.
Name 3 of them.
Airbnb
Hertz
American Airlines
Hyatt
Marriott International
United
What is Concur Detect?
AND
What are 3 Benefits of Concur Detect?
Concur Detect by AppZen works with Concur Expense to uncover policy compliance errors by using AI to analyze receipts, credit card transactions, and bookings.
Benefits:
What is the average cost of manually processing a single invoice?
a. $15-$20
b. $21-$28
c. $32-$36
The average cost of manually processing a single invoice is 23 dollars. Concur can help you reduce this cost by more than 80%, to just 4 dollars.
What would an intro look like on a call with an AP manager?
"Hi this is _____ with SAP Concur. The REASON I am calling is BECAUSE I have been working with other financial leaders who are focused on tightening up their spend process by going paperless. I figured this would take the busy work off your plate as well. Do you have time this afternoon at 2:00pm to connect?"