NATIONAL-WIRELESS.NET

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Dwain Watts
6 years ago
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1 NATIONAL-WIRELESS.NET Cold Callings Tips to book the Wireless Demo Call Objective Get the prospect wanting more information; a side-by-side rate comparison and a live demo of the billing portal. Goal Your goal is to obtain the wireless bill, line detail report, and have an appointment scheduled to provide the prospect more information and go over their side-by-side rate comparison. Calling Tips The game of cold calling is not to try to convince anyone of anything. Let me say that again. Your set the appointment scripts do not seek to convince anyone of anything. You are not trying to convince anyone they have a problem worth solving. What you are doing with your scripts is to enable those that already recognize they have a need that you are worth spending more time with. That s all. When you bump into a buyer, you are direct, clear and concise about what you do, your credibility, the benefits clients get from you and the value you will deliver to them. Focus only on that. Stating the words that enable buyers to grasp that you can help them make an informed decision. Many make the mistake of watering down what they say to have more comfortable conversations with those who will never buy. The problem with that is when you bump into a buyer on the phone, your words are less clear, less impactful, you are not communicating your credibility and benefits quick enough or effectively. Buyers don t get it, so they say goodbye. You did all the work. You got a buyer on the phone. They didn t get your value or grasp that you were worth spending time with. Call ends without a next step. Why? Because you were thinking more about non-buyers. You did the work. You got a buyer on the phone. You hung up with nothing. Don t even spend 2 seconds thinking about the non-buyers. Think only of what will enable buyers to go to the next step. If you are asked a question, it means they are interested. Take advantage of this opportunity and schedule a join.me meeting to answer their questions. Then send them a list of what we need in order to produce the rate comparison. Channell, Scott ( ) Want more tips? Read or listen to: -7 Steps to Sales Scripts for B2B Appointment Setting- Scott Channel -Secrets to Closing the Sale- Zig Ziglar -Smart Selling on the Phone and Online- Josiane Feigon

2 Script 1. Cost Savings "Hello" "Good afternoon John. This is Paul Prospector calling on behalf of National Wireless. I understand you currently have lines with Verizon wireless. We specialize in optimizing wireless plans for businesses that are already under contract with Verizon, Sprint, or At&t. We're electronically bonded on each Carrier's network and can pool together minutes across each network, consolidate them under one plan, and apply a 10-15% savings to your bill. We've worked with Fortune 500 companies including state, local, and federal government agencies and strive to apply these discounts at no-out-of pocket cost; even if you have lines still under agreement. John, with just a bill copy and line report, we can put together a side-by-side rate comparison in 48 hours so you can see exactly what we can save ABC company. There is no risk or obligation. Do you mind if I put together a side-by-side comparison for you to review? (silence) Great! Will you have minutes next Thursday to go over the side-by-side rate comparison over the phone or would Friday work better for you? (Book the appt. date and time) John, I will send a confirmation with the appointment times as well as what we need to put together for the side by side comparison (bill copy and line detail report from the carrier's website). Send the prospect the National Wireless "Checklist." doc. *If you receive the bill copy and line detail report but can not decide on an appointment time, we can notify you, the affiliate, the savings amount when we produce the side-by-side rate comparison. Then, you can follow up with the prospect to book a meeting time. Mr. Prospect, I wanted to let you know that we produced the side-by-side rate comparison and can save your company $XX. Would you have time next Thursday to go over the rate comparison or would Friday be better? Objections John, I'd like to provide you with a no risk, no obligation, side-by-side rate comparison so you can see exactly what we can save ABC company, would that be alright? (silence) We're Not Interested. John, I wouldn't expect you to be interested without knowing exactly what we can save you. I just want to provide you with the information you'll need to make an informed decision for your company. Let me ask you this, if I send over a side-by-side rate comparison showing that ABC

3 company was being overcharged by 11% and could save $100,000, would you feel this would be something worth taking a deeper look into? There is no risk or obligation, so what do you have to lose? *(If you need too close hard) John, I am going to send you a copy of our client's side-by-side comparison. At first, they were not interested until they saw that we could save their company $100,000 on the wireless invoices. If we could save this company $100,000, do you think it would be a good decision for your company to at least see if you are being overbilled? We're already receiving a large discount from Verizon. John, that is great. Almost all of the businesses we deal with receive 10-25% "discounts" from Verizon. However, we still are able to provide an additional 10-15% on top of what you are currently paying. In our side-by-side rate comparison chart we will show you exactly what you are paying with your discounts and compare it to our wholesale Verizon plans so we're comparing apples to apples. Wouldn't you at least like to see if you are being overcharged? In addition to the savings, we'll allow you to pool minutes across other carriers such as At&t and Sprint and allow you to keep your phones under one plan. Plus, all of our customers receive Airwatch's mobile device management free with each device so you can gps locate devices, decentralize billing, and remote wipe devices. Matter of fact, I'd be happy to show you a live demo of the management tools and billing portal used by one of our National Clients. Would you have minutes next Wednesday or would Thursday work better for you. What is required to receive the comparison? All we need to provide the side-by-side comparison is a copy of the bill and line detail report which can be downloaded from the carrier's we portal. I can send over instructions that will show where to download this information. Would you have minutes next Wednesday so I can go over the rate comparison with you over the phone? Or would Thursday work better for you.? Script 2. The billing portal and MDM sale "Good afternoon John. This is Paul Prospector calling on behalf of National Wireless. I understand you currently have lines with Verizon wireless and we specialize in wholesaling commercial wireless plans to businesses that are already under contract with Verizon, Sprint, or At&t. On average, our wholesale capabilities allow us to provide an additional 10-15% savings on top of any discounts you may already be receiving, at no out of pocket cost. In addition to the savings, we have many Fortune 500 companies and Government entities that work with us because we have a propriety billing portal that will allow you to consolidate devices across the Verizon, Sprint, and At&t networks under one plan. In addition, you'll be able

4 to manage all of the lines under one billing portal. Plus, we've integrated Airwatch's Mobile Device Management into the billing portal so you can gps track your devices, track the speed of the vehicles, decentralize billing, and remote wipe devices. All of these extras come at no additional charge. John, I'd be happy to show you live demo of the management tools and billing portal used by one of our National Clients so you can see first-hand how it will help you become more efficient and further reduce costs. Would you have minutes next Wednesday or would Thursday work better for you? Objections We already Pay for, or receive for free, mobile device management. That is great you've already taken that step. You are more than welcome to keep your current MDM software but in the event you would like to cut those costs at the end of your agreement, you can always use the MDM we provide. However, you can still take advantage of the proprietary billing portal. The MDM will help you manage the devices but the billing portal will help you reduce your expenses. For example, we can automatically produce monthly optimization reports on your account to ensure your plans are optimized at 100% efficiency. Also, the portal will also assure that you'll never receive overcharges again because it monitors live usage and data. Would you have minutes next Wednesday so I can show you a live demo of the billing portal, or would Thursday work better for you? If they do not book the appointment or agree to send the bill copies, but say, "Well, send me some information." John, I would be happy to send you some information but I can do something better. Instead of taking 15 minutes to read over general flyer, I can provide you with all of the information you need to make an informed decision as well as the exact dollar amount we can save ABC Company over a 20 minutes go-to-meeting call. This way, I can also answer any questions you have and show you a list of companies we have worked with. Would you have 20 minutes next Thursday? OR The flyer I am going to send shows that on average, we've saved our customers between 10-15%. But wouldn't you rather see the exact percentage that we can save ABC company? In 48 hours, I can provide you with that number. And matter of fact, I'll even show you list of client's we've worked with as well as a live demo of the billing portal so you have all of the information you

5 need to make an informed decision. Would you have minutes available on Thursday to see exactly what you can save your company? If you've encountered a prospect that will not book the appointment or send their information, then provide them a flyer and/or video via . Follow up to book the meeting. Common Objections When you get a question or objection from the prospect. It means they are interested! Take advantage of that opportunity and book a live demo. Objection: We'll I'm not sure if you can help us. We're a large company and work closely with Verizon. Mr. Prospect, we've worked with Fortune 500 companies as well as State and Federal Agencies and still were able to provide them a 10-15% discount. I'd be happy to show you a list of the client's we've worked with as well as a live demo of our billing portal and MDM software used by one of our National clients. This way, you can see firsthand how we can help you reduce your wireless expenses. Would you have 30 minutes next Thursday or does Friday work better? When you get a question or objection you do not know how to answer, book the appointment! Objection: We have multiple carriers and would like to decentralize the management roles so each division of the company manages their expenses but cannot place orders on new devices or view billing amounts of other departments.. Blah, Blah, Blah. Can you do this? Mr. Prospect, our proprietary billing portal coupled with Airwatch's mobile device management software can certainly help your company become more efficient and solve problems as such. Instead of me trying to explain to you over the phone how it can solve your exact need, I'll do you one better. How about I have a wireless technician pull up one of our national client's billing portals, so we can show you a live demo of its capabilities and provide an answer to all of your specific needs on the call. Would you have 30 minutes next Thursday or would Friday work better?

6 Voic Message We do not recommend leaving more than one or two voice messages for a prospect. When you leave a voice message, provide the prospect information via to follow up your voic . The voic will build credibility and increase the chances of having your opened. "Hello" "Good afternoon John. This is Paul Prospector calling on behalf of National Wireless. It is my understanding that you currently have lines with Verizon wireless. I wanted to reach out to you because we specialize in optimizing wireless plans for businesses that are already under contract with Verizon, Sprint, or At&t. We're electronically bonded on each carrier's network and can pool together minutes across all each network, consolidate them under one plan, and apply an additional 10-15% savings to your bill. I'm send you a youtube link to your right now for you to check out. I'd really like to provide you additional information and a side-by-side comparison to see if we can save ABC company 15% on top of your current wireless invoices. I will follow up on Thursday to make sure you received the video and information I sent. In the meantime feel free to contact me at XXXXXXX *In the , send the youtube link, write a nice message, and let them know that all we need is bill copy and line report to produce the side-by-side comparison.

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