Objection Handling
X Name… can I be honest with you… I already sent you an email yesterday. Maybe two in fact. I completely understand how it goes… my inbox is flooded by emails from companies I’ve never heard of. I bet yours is 5x that.This is a fairly unique opportunity since there are so many subsidies from X Utility, but they’re only available for a limited amount of time....
What is the difference between 1 and 2 pipe steam systems?
Bonus: What is the advantage of a 2 pipe system?
In a 1 pipe system, the steam and condensation move throughout the same pipe.
In a 2 pipe system, the steam moves up in 1 pipe and the condensation moves down in another?
At a high level, what 3 aspects make up a good building to prospect?
Building(s) is centrally heated
Building(s) is larger than 10 units
Oil & Gas - NOT electric
What are the 2 best resources at my disposal to enrich contacts in my territory?
Property Shark (NYC) and ZoomInfo
What is your end goal as a Sales Rep?
Meetings QUALIFIED!!!
wins + Revenue is obviously a huge plus
Now is not a good time, just call me back later
Ah - ok - can do. When is a better time to catch you?
Ok cool… so I will make a note to call you back at X
I mean… just to make sure it’s worth our time at X, cool if I ask you two rapid questions just to make sure you’re even eligible?
Ok - is your building centrally heated? And do you use oil or gas?
Ok… so listen… it does looks like you do qualify for this rebate. If X time works, would it be cool if I just sent you a zoom link so we can share some visuals around what the program entails and why the utilities are willing to subsidize so much of a program that nets property owners a 20% bottom line savings on fuel costs?
Awesome- I’ll pull my director on the line and we can simply introduce you to the program and why the utility has us reaching out
How do we save city steam buildings money?
We can either turn the valve on and off or modulate the valve that the steam comes through
What company wide SPIFs are available this month?
Most $$ booked in April gets a big Lunch and half day in May for you and BDR
$500 to both the app owner AND the LQ for every valid, qualified, vetted, 15+ Building proposal
What type of information can you gather prior to reaching out to a prospect to make for the most effective call?
What Buildings is this person associated with?
What is their role? (Can shape your pitch)
Has this person heard from us before? What was the outcome of that outreach?
Have they been involved in a previous opportunity?
What are 3 ways you can improve deal flow?
Make more dials (book more meetings)
Find creative outlets for leads (Linkedin, events, referrals, etc.)
Practice objection handling/study calls
Upsells to existing customers
Retrospect former CL Opportunities
Map PMs to new buildings we haven't worked with
How much does this cost?
We try to bill in a way that pays itself off in under a year and if we're using rebates it can be even less than that. But if you are interested in pricing the best thing to do is get on a call with my director and see what it would specifically cost you and your team.
What are the 3 elements you need to include in every single email?
Social Proof
Emphasis on Value
Call-to-Action for Next Steps
Give an example of a deal you Rebooked and explain why it was a bad booking/how you can learn from it
....
What are the 3 reasons it's important to add contact roles to every opportunity in Salesforce?
What are 3 ways you can improve win rate?
Pre-Qualify Meetings (don't just book to book)
Leave great deal notes for the AE
More champions you can get on the call = the better
Help an AE map out the organization - who is the champion? Decision Maker? Who do we need to get to?
Follow your deals down the funnel!!
We've decided [Insert Local Law] just isn't a priority for us right now and we'll deal with whatever fines come up in the future”
Oh wow- that’s a big decision. Do you know how much you’re on track to get fined?
and you’re just going to take that fine? That’s budgeted and accounted for?
Out of curiosity, have you tried anything to get compliant?
(why did that fail/ why not try something?)
Yes- I have heard from so many buildings around NYC that they’re confused by the upcoming legislation or not even sure it’s going to roll out. It feels a little opaque. Is that the case with your building?
But where Runwise fits in is we can actually check off most of what Local Law 97 is pushing you to do in your building …. and we can potentially help you claim all of these rebates that are out there so it’s very little upfront. We do all the install for you and simply make your building dramatically more efficient in a couple of hours.
It sounds like you’re a bit resolute on wanting to swallow these fines, but if you have 15minutes, we can give you the rundown on what we offer and the rebate that’s available. Maybe, just maybe, we can make it really easy and low cost to avoid those fines. Would you be up for that?
Besides fuel savings, how else does Runwise save buildings money?
longevity of the boiler, avoiding fines, proactively spotting leaks, and less man power to run the building
Recap 1 Deal highlight from yesterdays Mid Month Sales Meeting, and how you will use this on one of your deals this month (Can't be your own deal)
Many Correct answers...
At the company level, assuming it's not on their website, where can you find what their goals are?
Linkedin, Periodicals/Industry Publications, ChatGPT,
More answers welcome...
What are 3 ways you can improve deal size?
Always ask if there are more properties we should be talking about
Good prospecting/smarter list building - prioritizing bigger opps
Pitch the FULL platform (water, leak, cooling soon!)
Build credibility - Name drops, stats, etc.
Look for upsell opportunities