One-Stop-Shop for the ePN Sales Team
ePN Sales Scripts - Benefits Vendor Initiation Call to Decision Maker
Objective
1st Level Objective
Set up a meeting between your Sales Account Manager (SAM) and a Vendor Decision Maker (DM).
Achievement Indicators
-
A meeting has been set up on the SAM calendar and
-
The DM has accepted the meeting and confirmed attendance.
-
An email has been sent to the Vendor's DM.
2nd Level Objective
Call back the DM to explain the ePN Value Proposition (VP) brief.
Achievement Indicators
-
A call with the DM has been conducted.
-
Send an email to the DM with a CC to your SAM.
-
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.
Influencers
Influencers are non-decision-makers who express the possibility of conveying your message and the value proposition to a DM.
Call Preparation
Before you call the Benefit Vendor, you should prepare well.
-
Visit the Deal Information on the CRM.
-
Make sure the Benefit Vendor P/S fits the category you are targeting.
-
Visit their WS, IG, LI, YT, and FB pages to evaluate: Years in Business, number of followers, number of employees, and marketing presence.
-
Understand their service locality—Country-wide, City, neighborhood, etc.
-
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:
-
What is special about this vendor?
-
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.
Answer too many questions on behalf of the SAM. You should answer a maximum of 2 questions.
Script: Introduction to Decision Maker
Direct Call to the DM
Or
The DM calls back
Introduce yourself
- This is (Your Full Name)...
- From "eBen Global"...
Then ask
- Do you know eBen?
Or
Have you heard about eBen before?
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.
Introduce eBen
- No Problem at all.
...
- 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.
- We are working with companies like:
- DHL
- Schniender Electric
- AlZahra Hospital
- BDP International
- Omnix International
- Carrefour
- Suzuki
- and many more...
- As mentioned, we look after over 127,000 high-end people and their families.
- We build and manage the Employee Discount Platforms for our clients. We currently maintain 125 discount platforms for 125 different companies and we are adding new ones every month.
...
- The reason why I am calling you today is that:
- As I am part of the global partner growth team at eBen, my team is tasked to list new benefit vendors on all the discount platforms we maintain and as requested by our clients.
- As I was scanning the market for the best vendors in [mention the name of the benefits provider category], your brand name came up.
So...
- Unless you have any questions for me, if you would like your brand [mention the Benefit Vendor Company Name] to be listed as an employee benefit to our clients and their employees on all the employee discount platforms we maintain for them, I would like to set up a call with Mr. [SAM Full Name], [Our regional head of partner growth] to discuss this opportunity.
Do
-
Be confident when you mention your name.
-
Mention your full name.
-
Be clear and firm when you mention the company name.
-
When the DM starts talking about their company let them finish.
Don't
-
Mention your first name only.
-
Say "I am from a company called eBen".
-
Assume they don't know us.
-
Cut the DM when they start talking about their company.
Making sure they offer discount to corporates
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.
Probe to understand how they offer the discount
- Excellent, Awesome, Great, etc...
Then ask right away
- What kind of discounts do you offer and to which companies?
- How much is the discount?
- Do you offer exceptional discounts to large organizations?
- Do you give the same discount on all your products/services?
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
- Use phrases like "I was wondering"
Yes, we offer X% to large companies or organizations like so and so...
Yes, we do offer discounts through Esaad, Fazaa, and Emirates Platinum card holders, etc...
Yes, we do (without giving detailed information).
Then they would ask to know more about us...
Request Talking to a DM
- Sure (Decision Maker First Name)
- Let me explain...
- eBen is a work-tech company.
- We build and maintain employee discount platforms for our clients.
- Something quite similar to Esaad and Fazaa.
Then Ask...
- Do you know Esaad or Fazaa?
Do
-
You can mention the number of employees.
- Be confident about our customer base.
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.
Exclude competitors
- Excellent, Awesome, Great, etc...
- We are way better solution than this. The reason why I am calling is that:
- We
Do
-
You can mention the number of employees.
- Be confident about our customer base.
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.
Reaction to "send email"
- Look...
- What is your good name?
- Look (Gatekeeper name)...
- This is my corporate number.
- I am "Your First Name" from eBen Global
- 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?
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.