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Establish A Connection Passing Through The GATEKEEPER:: Call Guide Flow

This document provides a guide for establishing a connection with a decision maker, setting an agenda, asking probing questions to understand pain points, qualifying the prospect based on budget, authority, need, timeline, and compelling events (BANTC), pitching the company's solution, handling common objections, and fulfilling the process by booking a meeting and sending follow up emails. The guide includes sample questions to understand employees' health and stress levels and experiences with current healthcare solutions. It also provides responses to common prospect objections like not being interested in sales calls or already having a provider.

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Leogem Magalona
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71 views3 pages

Establish A Connection Passing Through The GATEKEEPER:: Call Guide Flow

This document provides a guide for establishing a connection with a decision maker, setting an agenda, asking probing questions to understand pain points, qualifying the prospect based on budget, authority, need, timeline, and compelling events (BANTC), pitching the company's solution, handling common objections, and fulfilling the process by booking a meeting and sending follow up emails. The guide includes sample questions to understand employees' health and stress levels and experiences with current healthcare solutions. It also provides responses to common prospect objections like not being interested in sales calls or already having a provider.

Uploaded by

Leogem Magalona
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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CALL GUIDE FLOW

Establish A Connection Passing through the GATEKEEPER:


Hi this is (Name) from [Company Name]. I need to speak to (DM Name), Thank
you. (Tone should be assertive.)

Decision Maker:
Hi (DM Name), this is (caller’s name) from [Company Name]. I understand that
you are the one in charge of your company’s ... correct?

Set Agenda:
Set An Agenda
We are calling different companies in the same industry as yours to see if
there might be a fit for [Company Name] and your … I’d like to ask a few
questions about your business to make sure we wouldn’t be wasting your
time and this will only take about 3-4 minutes, is that ok (DM Name)? (if Yes,
go straight to probing and BANTC)

Who we are: (Go over this only if the prospect asks what the company is about if not
just jump to probing questions.)

(PITCH)

Pain Points / Probing Here are some sample pain points and probing questions. To create probing questions,
Questions always refer to the account’s pain points section in the playbook. Using the listed pain
points, start creating open-ended questions pertaining to the pain points. Stay away
from “yes or no” questions when creating probing questions. We only use “yes or no”
questions when we are closing.

Pain Point: Employees’ overall physical and mental health are deteriorating.
● Can you help me understand how your employees’ overall physical and mental
health is in these trying times we’re in?

Pain Point: High cost of healthcare solutions/providers.


● I was wondering if you can tell me about your experience with your current
healthcare solutions?

Pain Point: High stress levels of employees.


● Can you tell me about the ways your employees deal/manage their stress
levels?

Here are some simple starter words to help you write open ended questions:
1. Tell me…
2. Help me understand…
3. Show me…
4. Can you show me…
5. Please tell me…
6. How do you see…
7. How do you feel about…
8. I was wondering...

BANTC Qualification B - Budget


Help me understand your budget allotment for ...
A - Authority
I understand that you are the person in charge of ...
N - Need
I was wondering if you have solutions/initiatives in place for ...
T - Timeline
Tell me about your timeline, how soon can you start using ...
C - Compelling Event

ELEVATOR PITCH (Company’s Pitch)

Common objections from Is this a Sales Call?


prospects and Rebuttals No, it's not a sales call. This is just a courtesy follow-up call in reference to [Company
Name] just to see if we can add value to your solutions/initiatives..

What’s really the call about?


I just wanted to briefly connect and find out about your ...

We already have a provider//We are happy with our current provider


Glad to know you’re happy with your current provider. I was wondering how you feel
about keeping an eye out for other solutions/initiatives?

We are in contract with our provider


- Thanks for letting me know. When will it end? (Is it Terminable or locked in?)
- Maybe you would like to get more information from us for your comparison and
future references? I can help you get in contact with our specialist to do so.

Can you send me more information about your company?


No worries, I'll be more than glad to send you more information for your review and
for you to look at and of course to provide you a better understanding of how our
solution works.

What we offer:

Always have the USP’s ready.

Handover and Meeting


Fulfillment Process
- Book the meeting using (preferred platform of Naluri)
- UPLOAD the BANTC qualified lead into the (preferred platform/CRM of
Naluri, if any.)
- Send the Intro email to the BDM/Prospect (Email that will introduce the
Specialist to the Prospect and vice versa.)
- Update the Handover Tracker
- Send a nurturing email
- Send the reminder email 2 days before the appointment date and make a
follow-up call
- If no confirmation still, a day before the appointment, this is subject to
reschedule.

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