(Opening+Gatekeeper)
Opening
Is --- there? Hi ---, this is just Wulfric with TCP. It's looks like you sent an online request for
getting a scheduling and time-tracking solution for your company, and I was calling you to see
whether we could possibly help you, is this a good time?
I should probably start out by asking you, have you found what you are looking for, or are you
still looking for a solution which will eliminate time-theft.
Gatekeeper
Hey this is Wulfric, I was wondering if you could help me out for a moment, Well I contacted
your company to see if ---- was available who as I understand is responsible in some way
responsible for any issues related to time-keeping and scheduling that might be causing you to
face dozens of payroll inaccuracies costing sometimes upto 290 USD per mistake.
So I'm confused should I talk to Mary about that or who would that be?
PPS
Opening
Hi --- this is Wulfric with
TCP. I trust your doing well today?
I know you're busy, so let me briefly ask you just one thing:
we got an online request from you about getting a time-tracking, scheduling solution for your
company. We provide our solution to other companies and it may help you, too. I just want to
have a quick discussion around your scheduling and time-tracking.
Gatekeeper
1) Hi, this is Wulfric, I need a bit of help please,
I need to speak with ---- could you connect me with them please?
2) Hi, this is Wulfric with TimeClockPlus, may I please speak with
---, please?”
Initial resistance
I Do not Rmbr this
1) No problem, _________. I also forget half the things I request info on! Just to remind you, we
streamline scheduling and time-tracking to improve your payroll accuracy upto 99%, and you did
send an online request to get such a solution. Do you remember now?
that?
2) I see. Well, I do apologize for that. Just out of curiosity, did you get your scheduling and time-
tracking needs handled yet, or are you still looking?
Not interested
NMS
Oh I apologize, I didn't mean to offend you, and just to be clear I'm not even sure if we can even
help you yet? We would have to see what you do with your time-keeping and scheduling just to
make sure that we can, and if you feel like we can't then we can just end the call but if you feel
like we can then we can set up another time for a conversation, would you be opposed to that?'
I'm busy
PPP
1) Got it, and I won't keep you. Quick question: Are you the right person to speak with in regard
to scheduling, time-tracking and attendance for your company
(If yes)
“Great, then before I schedule a time to get back with you, let me just ask you two quick things:
Number one, if you found that you could save time spent on scheduling upto 75%, and improve
payroll accuracy upto 99%, how open would you be to viewing a demo on it?”
(Let them answer.)
And two, if you decided this was worthy enough to seriously consider, who, besides yourself,
would weigh in on making that decision?
“Great, then let's go ahead and schedule another call. Would you like to schedule a call tomorrow
or the day after it?
2) Yes, you do sound busy. Okay, would you like me to call you back in an hour or later this
afternoon?”
NMS
1) That’s not a problem. What I can do if it helps you is give you my number and you’ll have to
call me back later today to see whether I would be available. Would that help? My number is
573-578-9872. What’s your time frame on getting back to me today just to see whether I would
be available for you?
If prospect says sometime, later this week,
2) Well possibly, though it might be harder to randomly get a hold of me. What I can do, though,
if you have your
calendar handy, is I could pull out mine so you can book a specific time with me, that way you
don’t have to chase me down and vice versa. Would that help you?
We already have someone
NMS
1) That’s not a problem. Just curious what do you like
about them?”
Prospect: “We like how they . . .”
New Model Salesperson: “Anything else you like about them?”
Prospect: “Yes, they really do a good job with . . .”
New Model Salesperson: “So to me, it sounds like things are going fairly well for you. Is there
anything you would change about your current software or system if you could?
Then they will say it,
then simply say: Is there anything else you would change about what they do for you if you
could?
2) Are you a 100% satisfied with the results your getting?
3) Can I ask in what ways your company could do better for you then what it is right now?
