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Ginas' Objection Handlings (Rebuttal Sheets) .Edited

The document outlines a structured approach for sales calls regarding RingCentral's Unified Communications platform. It includes strategies for engaging with various IT executives, gathering information about their current systems, and setting up meetings to discuss potential solutions. Additionally, it provides responses for handling objections and maintaining contact for future opportunities.

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rohit.kale
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27 views3 pages

Ginas' Objection Handlings (Rebuttal Sheets) .Edited

The document outlines a structured approach for sales calls regarding RingCentral's Unified Communications platform. It includes strategies for engaging with various IT executives, gathering information about their current systems, and setting up meetings to discuss potential solutions. Additionally, it provides responses for handling objections and maintaining contact for future opportunities.

Uploaded by

rohit.kale
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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I'm not the right person

Ok, I completely understand, who do you feel would benefit from speaking with me?

Get name Number

Email

ask for a transfer after

Top down approach:

Hi (CIO/CTO/VP of IT/EA for CIO NAME):

This is Marty calling with RingCentral, how's your day going?

Great! Can I grab a minute?

Excellent...so I know this is not something YOU/(or if talking to EA) YOUR CIO/CTO/VP of IT
would handle, but I'm getting bounced around a bit and I'm trying to figure out...who do
you/he/she delegate responsibility down to for things like your voice, video, chat and call center?

ASK FOR:

Name

Title

Extension

Transfer

IF YOU CAN, ASK:

What they're using

How many people

How's it working

After transfer, if prospect answers:

Hi (Prospect)?

Marty at RingCentral, how's it going today?

Great! Can I grab a quick minute?


Excellent, so I was speaking to your (CIO/CTO/VP of IT/EA for CIO NAME) and he/she said
you're the person in charge of the phones, video and chat there, is that correct?

Ok great! So what I was talking to (CIO/CTO/VP of IT/EA for CIO NAME) about, and the
reason he/she sent me your way is that we're looking to grab 20-30 minutes on your calendar
next week to go over the most recent updates to our Unified Communications platform for voice,
video, chat and call center and (CIO/CTO/VP of IT/EA for CIO NAME) said you'd be the right
person to do that with.

So as I said to (CIO/CTO/VP of IT/EA for CIO NAME) we have some availability on either
Tuesday or Thursday next week...looking at your calendar, would morning or afternoon work
better for you to take that call?

Get any outstanding button up and SET IT.

Setting a Meeting on a Request for Info (RFI):

Sure! I can definitely send some info to you!

Can you confirm your email address?

Ok great.

And what are you using now for unified communications? Cisco? Mitel? Teams?

Ok, and about how many users?

Alright. Now I don't want you to get lost in a sea of white papers here (laugh a little!), so what
specific areas around voice, video and chat would best apply to your current challenges with
your environment?

Excellent! So what I'd like to do is send you the info you requested, schedule a time for my
partner to follow up next week on either Wednesday or Thursday to go over what you've learned,
answer any questions that I'm sure will come up and talk about how that applies to your
environment specifically, does that sound fair?

Go back to calendar

WE ALREADY HAVE A SOLUTION IN PLACE:

I totally understand! Everyone we're talking to is using something, I mean it's the phones , right?

So right now, we're not looking to have a "budgets and contracts'' conversation and we aren't
looking to rip and replace anything.
We'd love to give you some insight into what RingCentral is doing with similar companies as the
industry leader for Unified Communications and see if there's any ground to be made up.

If there is...great! If not, you have a direct point of contact at RingCentral for any eventualities
that come up.

So again, we have time coming up on Wednesday or Thursday of next week...does morning or


afternoon on either day look best for you to take some time to have that discussion with us?

NOT INTERESTED:

I totally understand! I'm sure you can imagine I hear that a lot (laugh with this!), but for YOU
SPECIFICALLY...what is it you're not interested in?

he does mention on this call that he is not interested. You do try and rebuttal him , however
it is important that we come to the bottom of what the real objection is , when someone tells
me they not interested I always try and find out why they not interested , if they say its
because they have a solution in place I would then mention its a virtual coffee date and we
would like to introduce our platform and if he would like to go with us great, if not he can
always keep us in his back pocket for any eventualities

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