One-Stop-Shop for the ePN Sales Team
ePN Sales Scripts - Benefits Vendor Initiation Call to Gatekeeper
Objective
1st Level Objective
Get through to the DM at the Vendor side to explain the ePN Value Proposition (VP) brief.
Achievement Indicators
-
A call was diverted to the DM.
-
A call with the DM has been set up.
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.
Script: Introduction to Gatekeeper
The gatekeeper picks up the line and says
- 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?
Making sure it is the right company
- Hi...
Then ask
- Is this (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.
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
May I know who is on the line?
Or
Which company do you represent?
Request Talking to a DM
- Ok, then, please, connect me to the
The owner
Or
A Director
Or
Your Head of Marketing
Or
a Decision Maker in your team whom I can discuss this corporate tie-up with.
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
Ask right away
- We have a very large number of employees but, we are not on Esaad Card or Fazaa Card.
- This is why I am calling.
- Do you offer discounts to corporates and large organizations outside Esaad Card or Fazaa Card?
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.
Introduce yourself
- This is (Your Full Name)...
- From "eBen Global"...
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
- This is (Your Full Name)...
- From "eBen Global"...
- 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.
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.
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.