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One-Stop-Shop for the ePN Sales Team

ePN Sales Scripts - Benefits Vendor Initiation Call to Gate Keeper

 

Objective

1st Level Objective

Set up a meeting between your SAM and a Decision Maker (DM) on the Benefits Vendor Side.

Achievement Indicators

  1. A meeting has been set up on the SAM calendar and the DM has accepted the meeting and confirmed attendance.

  2. An email has been sent to the Vendor's DM.

2nd Level Objective

Call the DM to explain the ePN Value Proposition (VP) brief.

Achievement Indicators

  1. A call with the DM has been conducted.

  2. An email with a CC to your SAM and DM

  3. All Contact information is updated on the CRM.

 

Target Persona

Option 1 (required for small companies)

Business Owner, CEO, Founder, Managing Director.

 

Option 2

Marketing Director, Marketing VP, Marketing Head. 

Avoid

Gatekeepers. The Gatekeeper is someone who screens and directs calls for a business. This person’s job title may be something along the lines of Receptionist, Administrative Assistant, or Office Manager. Gatekeepers are already busy with a million tasks so they may not direct your call to a Decision Maker. They may have also been instructed to screen and deny sales calls. Always remain professional, confident, and firm, and don’t be hesitant to ask for information from them.

 

Call Preparation

Before you call the Benefit Vendor, you should prepare well.

  1. Visit the Deal Information on the CRM.

  2. Make sure the Benefit Vendor P/S fits the category you are targeting.

  3. Visit their WS, IG, LI, YT, and FB pages to evaluate: Years in Business, number of followers, number of employees, and marketing presence.

  4. Understand their service locality—Country-wide, City, neighborhood, etc.

  5. Visit the LI page of the contact. Know their background, their position, nationality, and so on.

After Studying the Vendor, try to answer these 2 questions for yourself first before making the call:

  1. What is special about this vendor?

  2. Why should they sign up as a Benefits Vendor on the ePN?

Do

Prepare well for your call. Look for things that matter i.e, answer questions like:

- How big is the company?

- How long have they been in the business?

- Are there any press reviews?

- How many employees do they have?

- How many branches do they have?

- How is social media presence?

- How sophisticated is their website?

Aim to target the highest person on the Vendor side and visit their LinkedIn profile to get to know more about them. 

Understand the value eBen will bring the Benefit Vendor.

Get to know who might be the Vendor Provider's competitors in their region. 

Don't

 

Contact a land-line (phone numbers that start with +9711, +9712, +9713, +9714, +9716, +9717, +9718, +9719, 01, 02, 03, 04, 06, 07, 08, 09, or any other number that doesn’t start with +971).

 

Call a Benefit Vendor who is not defined on the CRM.

Call a Benefit Vendor where the contact is not defined on the CRM deal.

 

Script: Introduction to Gatekeeper

 

- Hi, this is (Benefit Vendor Company Name). 

- This is (GK/DM Name) How can I help you?

Or

- This is (Benefit Vendor Company Name). How can I help you?

eBen - M - Website - ear.png

 

- Hi...

Then ask

- Is this (Benefit Vendor Company Name)?

eBen - M - Website - talk.png

Do

 

Ask about the name of the Benefit Vendor Company Name even if you know it.

You should sound very confident.

You should sound like a customer.

You should be firm and clear in your question.

Explain the question if you need to.

Don't

 

Mention your name or eBen name yet.

Mention the contact name even if you know it.

Greet the person on the line.

Use words like “Sir” and “M’am”.

Speak in their language.

Start positioning our services.

 

- Yes, Mam/Sir.

- How may I help you?

Or

Yes, this is (Benefit Vendor Company Name)

eBen - M - Website - ear.png
eBen - M - Website - talk.png

Ask right away

- Do you offer a corporate discount on your products/services to large companies or organizations?

Or

- Do you offer a special discount on your product/services at (Benefit Vendor Company Name)?

Do

 

Mention the name of their products or services. For example, if you are calling a dentist, you need to say "... do you offer a special discount on your [dental services]?".

Sound like you are asking not telling.

Remember, you have a large number of customers they would love to sell their products/services to them.

Make your question clear.

Repeat the question if needed.

Don't

 

Use words like “I was asking to check if” or “I was wondering” and so on...

Introduce yourself or eBen yet.

Mention your name or the company name.

Start pitching our VP. 

Be too friendly.

Answer

No

Answer Options:

 

1.

- Yes, we do.

Then they might ask

- May I know who is on the line?

Or

- Which company do you represent?

eBen - M - Website - ear.png

 

2.

- Yes, we do offer discounts to Esaad, Fazaa, and Emirates Platinum Card holders etc... 

Then they might ask

- Are you a discount card holder (Esaad, Fazaa, and Emirates Platinum Card)?

Or

- May I know who is on the line?

Or

- Which company do you represent?

eBen - M - Website - ear.png

 

3.

- Yes, we do.

eBen - M - Website - ear.png

 

4.

- I don't know. 

Or

- I am not the right person to inform you about this. 

eBen - M - Website - ear.png

 

5.

- No we don't offer any discounts for our products/services.

eBen - M - Website - ear.png

 

Script: Probe to know more about the Benefit Vendor

 

- Excellent, Awesome, Great, etc...

Then ask:

- What kind of discounts do you offer and to which companies? 

Or

- How much is the discount? 

Or

- Do you offer exceptional discounts to large organizations?

Or

- Do you give the same discount on all your products/services?

eBen - M - Website - talk.png

Do

 

Endorse their brand/product/service.

Show interest in their brand/product/service. 

Record their value proposition on the CRM Deal Notes. 

Don't

 

Dry and stiff. 

Stop/cut the Gatekeeper. 

User phrases like "I was wondering"

Answer Options:

 

1.

- Yes, we offer X% to large companies or organizations like so and so...

Or

- Yes, we do offer discounts through Esaad, Fazaa, and Emirates Platinum card holders, etc...

Or

- Yes, we do (without giving detailed information).

Then they would ask

- May I know who is on the line?

Or

- Which company do you represent?

eBen - M - Website - ear.png

 

2.

- Yes, we do (without giving detailed information).

- May I know who is on the line?

Or

- Which company do you represent?

eBen - M - Website - ear.png

 

Script: Introduction to a Gatekeeper

 

- Excellent

Or

- Awesome

Or

- Great, etc...

Then tell

- My Name is (Your Full Name)...

- I am from "eBen Global"...

Then ask

- Have you heard about us before?

Or

- Do you know "eBen"?

eBen - M - Website - talk.png

Do

 

Be confident when you mention your name. 

Mention your full name. 

Be clear and firm when you mention the company name. 

When you ask the question, assume that knows us. 

Don't

 

Mention your first name only.

Say "I am from a company called eBen".

Assume they don't know us. 

 

- No

eBen - M - Website - ear.png

 

- It is absolutely fine.

Then confidently ask:

- And, what is your Good Name?

eBen - M - Website - talk.png

 

- Gatekeeper will mention their name. 

eBen - M - Website - ear.png

- It is absolutely fine.

- Let me explain (Gatekeeper's first name).

- Look...

- We... are eBen Global. The largest employee discount platform in the region. 

- We look after over 127,000 high-end employees and their families in the UAE. Our clients are among the best employers in the region. 

Then ask

- So, would you be the right person to discount a corporate tie-up to offer your products/services to my consumers?

Or

- Please, connect me with the right person to discuss a corporate tie-up to offer your products/services to my consumers.

eBen - M - Website - talk.png
Showcase to GK

Answer Options:

 

1.

- Yes

eBen - M - Website - ear.png

 

2.

- No, I am not the right person to discuss these matters. 

eBen - M - Website - ear.png
Connec to DM

 

- It is ok (Gatekeeper's first name).

Then request

- Then please, connect me to the owner

Or

- A Director

Or

- Your Head of Marketing

eBen - M - Website - talk.png

Do

 

Aim High. The higher the contact, the higher the chances to close the deal. 

Request to contact the DM. 

Don't

 

Ask if the gatekeeper "can" or "would" refer you to the DM.

Pitch our value proposition to convince the gatekeeper to fulfill your request. 

Be so pushy to get to talk to DM. You can always call again. 

Answer Options:

 

1.

- Yes

Or

- Please, hold on until I transfer the line.

eBen - M - Website - ear.png

 

- Sure...

eBen - M - Website - talk.png

 

2.

- The DM is not available at the moment. Can you please call back?

Or

- You can send him an email at info@benefitvendor.co...

eBen - M - Website - ear.png
Ask for a call back

 

- Sorry, what is your name again?

eBen - M - Website - talk.png

Do

 

Ask the Gatekeeper for their name to hold them accountable for your coming request. 

 

 

- The Gatekeeper will mention their name again. 

eBen - M - Website - ear.png

 

- It is ok (Gatekeeper First Name). 

- This is my corporate number. 

- Please, convey the message, and if (DM First Name) is collaborating with eBen, please ask them to call me back on this number. 

I am available today until 00:00 and tomorrow from 00:00 to 00:00. 

- If one of my colleagues replies, ask him/her to mention my name "Your Full name", and I will take on from there. 

Then ask:

- What is the name of the person who will call me?

- What is he/she looking after at (Benefit Provider Name)?

eBen - M - Website - talk.png

Do

 

Request the DM Call Back confidently.

Make sure to collect their name and position. 

Don't

 

Unless the gate keep asks, don't suggest to call back

 

 

- The Gatekeeper will mention the name and title of the DM. 

eBen - M - Website - ear.png

 

- Excellent

- Thank you (Gatekeeper First Name).

- You've been super helpful.

- have a pleasant day ahead.

eBen - M - Website - talk.png

 

Script: Your Introduction to Decision Maker

 

- Hi...

eBen - M - Website - ear.png

 

- May I know your good name, please?

eBen - M - Website - talk.png

Do

 

Know the person you are talking to first.

Know their name and their position in the company. 

Ask for a higher position if the position is lower than your objective. 

Expect the DM to be defensive at the begging of the call. They don't know you. 

Don't

 

pitch to a person you think they are the decision maker. 

Be afraid to speak to C-level. 

Expect that every company to have dedicated marketing manager. 

 

- This is (Benefit Vendoer Name)

eBen - M - Website - ear.png

 

- Welcome (Benefit Vendor Name).

- This is (Your Full Name) from the Partner Growth Team at eBen Global. 

Then ask

- Have you heard about us before?

Or

- Do you know "eBen"?

eBen - M - Website - talk.png

 

1.

- No

eBen - M - Website - ear.png

 

- It is absolutely fine.

- Let me explain (DM's first name).

- Look...

- We... are eBen Global. The largest employee discount platform in the region. 

- Currently, eBen is servicing over 127,000 high-end employees and their families in the UAE.

- Our clients are a set of the best employers in the region with a growing install base of 122 companies. 

- Among several HR services and solutions we provide our clients, we build and maintain for them what you can call "a bespoke employee discount platform" for every company. This solution is called the Employee Benefits Center in short (eBC).

- And, the reason why I am calling you today is that:

- As requested by some of the clients and their employees, I have been tasked to list a number of Benefit Vendors under the category of (mention the category name). 

- While we were researching the market, your band name came up. 

-Listing your brand/products/services on the eBC is a great marketing tool that makes you reach a large number of consumers in a very short time at a nominal cost. 

- So, you gain from the exposure of your brand to high-end employees and benefit from their employer's endorsements.

- If you would like to explore this opportunity, I would like to book you an online meeting with Mr./Mrs. (Your SAM Full Name) our Partner Growth Lead for the Middle East and Africa to help you understand the value it can bring (Benefit Vendor Brand name) so you make an informed decision. 

- After confirming your attendance on the meeting invite I will be sending to you it shortly, I will share more information via email for your reference. 

Then ask

Unless you have any questions for me, would you like me to set up this meeting with Mr./Mrs. (Your SAM Full Name)?

eBen - M - Website - talk.png

Answer Options:

 

1.

- No. we are not interested in such a service.  

eBen - M - Website - ear.png

 

2.

- No, Send me the email first

eBen - M - Website - ear.png

 

3.

- Yes, book me a meeting. 

eBen - M - Website - ear.png

 

4.

- I have questions first.

- Ask questions...

eBen - M - Website - ear.png

Jump to...

Objective 

Target Persona

Call Preparation  

Scripts

Introduction to GK 

Know about the BV 

Intro to GK

Showcase our VP to GK   

Explore the opportunity 

Ask For a DM Call back 

Call back a DM 

Intro to DM 

About eBen  

Showcase ePN VP to DM

Answer DM Questions 

Book meeting with DM 

Disqualify BV

What is eBen? 

Ask for a call back 

Call Wrap up 

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