Voip sales
Sales Assessment Results

"We just signed a contract with another provider and won't be able to switch yet."

I understand you have signed another contract with another provier. Who was the provider and what does that contract look like?

The response does acknowledge the objection but lacks effectiveness in addressing the concern. Simply asking about the provider and the contract does not provide any value or solution to the client. Professional communication is present, but the response feels more like an interrogation rather than a conversation. There is no closing technique or attempt to pivot the discussion toward future possibilities, nor is there a solution-focused approach to help the customer consider long-term benefits of your service. Overall, it misses the mark on engaging the prospect meaningfully.

"Your service seems more expensive than our current provider, can you justify the cost?"

I understand that at face value that our service seems to cost more. What the price doesn't show is our commitment to you the customer. We go above and beyond any competitor in terms of support and customer service. All of our support engineers are based in the US and North America. And in order for us to be able to provide this excellence of service it may cost a little bit more. Other companies just like yours have not had any issues

The response does a decent job of addressing the concern by highlighting the value of customer support and service quality, which can justify a higher price point. However, it could be more effective by providing specific examples of how this superior customer service has benefited other clients, or by quantifying the potential cost savings or ROI achieved through your service. Additionally, while the professional tone is maintained, the phrase 'may cost a little bit more' could be strengthened to emphasize the value rather than downplay the cost. Lastly, the response lacks a strong closing technique that invites further discussion or prompts the prospect to take action, such as setting up a follow-up call or demo. Overall, it's a good start but could use more persuasive elements.

"I’m not convinced that VoIP will improve our communication compared to our existing setup."

I understand that you are not convinced. Voice over IP is the most modern communication platform that there is. Voice over IP opens up the possibility for many different types of integrations such as CRM, AI and also provides seamless communication from remote workers anywhere in the world. We would love to be able to provide you a demo at your convenience. What does your schedule look like in the next couple days?

The response does a decent job of acknowledging the objection and providing some benefits of VoIP, which addresses the concern about improvement in communication. However, it lacks specificity on how it compares directly to their existing setup, which is critical for convincing the prospect. The professional tone is maintained, and there's a clear call to action with the request for a demo, which is a good closing technique. However, the response could benefit from more tailored solutions specific to the client's current setup to enhance the solution-focused approach. Overall, it's a solid response but could be more compelling with specific comparisons and tailored solutions.

"How can I be sure that your service won't have downtime like our previous VoIP provider?"

I love the fact that you brought up potential downtime. We have processes in place that limit the downtime to zero. If your office meets a certain requirement, we could have the system in place on standby waiting for your numbers to migrate over. In that meantime we can have temporary numbers set up that allows you to utilize the system beforehand. Not only that we can also forward your existing numbers to the virtual numbers and when the numbers migrate over the process. Resulting in zero downtime.

The response addresses the concern of downtime effectively by explaining the proactive measures in place, such as standby systems and temporary numbers. However, the communication could be more professional; phrases like "I love the fact" can come off as informal in a sales context. While it does attempt to close the loop with a solution-focused approach, it lacks a clear closing technique that prompts the prospect to take action or ask further questions. Overall, it's a good start but can be polished for better impact.

"We don’t have the technical expertise in-house to manage a VoIP system. How does your company support that?"

I understand your concern about the overall management of the voiceover IP system. Good news is, we maintain and manage the system 100%. That service is included in your monthly subscription. If you have a small change that you need, or something much more significant not only will we program that for you. We will also help you along the way if you have any questions or concerns.

The response effectively addresses the concern by reassuring the prospect that your company will handle the management of the VoIP system, which directly responds to their lack of in-house expertise. The communication is clear and maintains an appropriate tone, showing understanding and support. However, the closing technique could be stronger; inviting the prospect to ask questions or offering a trial would create a more engaging conclusion. The solution-focused approach is present, but it could benefit from more specifics or examples of support to enhance credibility.

"I need to discuss this with my team before making any decisions. Can you follow up next quarter?"

I understand you need to follow up with team. Is there anybody on your team who is a decision maker? I would love to get this product and service in front of them so they can see it first hand. What is the reason you are looking to do this next quarter?

The response addresses the objection by acknowledging the need to consult with the team and actively seeks to involve a decision maker, which is a positive step. However, it misses an opportunity to encourage a more immediate conversation or address the urgency of the decision. The communication is clear and maintains a professional tone appropriate for the VoIP industry. However, it lacks a strong closing technique, such as suggesting a specific follow-up date or a brief introductory meeting. The solution-focused approach is present but could be more assertive by highlighting the benefits of discussing sooner rather than later.

"What happens if we face issues with call quality? How do you handle that?"

If you experience any call quality issues our support team is ready to assist in troubleshoot those issues. Our solution has tools and monitoring in place that allows us to effectively troubleshoot and pinpoint where the issue May lie. There are times where the issue is out of our control, however we would be able to direct you in the right direction if another vendor or service provider needed to be involved in the troubleshooting process. For example a nursing home facility was having some issues with call quality. We were able to identify that the problem existed at the internet providers level. The customer contacted the internet service provider and the issue got resolved within just a few minutes. Are you ready to sign?

The response effectively addresses the concern about call quality by highlighting the support team's readiness to assist and the tools available for troubleshooting. However, it lacks a bit in clear communication; the phrasing could be more concise, and the use of 'May' should be lowercase. The closing technique is present, but it feels a bit rushed at the end. The example provided adds credibility but could be more relevant to the prospect’s industry. Overall, the tone is appropriate, but it could be more engaging. Focus on making the response clearer and incorporating a stronger emotional appeal to reassure the prospect. Score: 7/10 for addressing the concern well but needing improvement in clarity and engagement.

"I've heard mixed reviews about VoIP systems affecting emergency services. Can you address that?"

When it comes to emergency services the correct term is e911. Phone numbers and location addresses need to be registered in with the e911 directory. When you sign up with us we have a form that you fill out that goes directly to the underlining provider who registers your number and address appropriately. Do you have any other concerns?

The response addresses the concern by clarifying the importance of e911 and explaining the registration process. However, it could be improved by providing a bit more reassurance about the reliability of the service and how it has been positively received by other customers. The tone is professional, but it could be warmer to build rapport. The closing technique is good, as it invites further questions, but it could be more assertive in guiding the customer toward a decision. Overall, it's informative but lacks a bit of emotional engagement.

"Are there any hidden fees that come with your service that I should be aware of?"

The only other fees that come with our service are the local, state and any federal taxes. The last is a telecom compliance fee. That is a flat cost of $5 per month.

The response effectively addresses the concern about hidden fees by clearly stating what additional charges may apply, which helps build trust. The tone is professional and suitable for the VoIP industry, as it directly answers the prospect's question without evasion. However, it could benefit from a stronger closing technique to reaffirm value and encourage further discussion. Adding a solution-focused approach, such as discussing the savings or benefits compared to competitors, would enhance the response further.

"Why should we choose your solution over [competitor] who has been in the market longer?"

I'm glad you asked this question. What separates us from the competitors is not only our proven track record of providing excellent customer service which you can see on our Google reviews. I can also provide other industry related referrals. But our billing structure allows for less taxable items to you the consumer. The way that this is done is when we do our billing we don't bill the package of voice and your telephone lines together. Supreme the two allows for a significant less tax to you the customer. We have seen when those two items are built together that the tax liability to you the consumer can be anywhere from 50% of your monthly service. And at times we have seen it more than that. Another benefit would be our us and North American based customer and tech support services. Never talk to anybody overseas where that language barrier could interfere with communication effectiveness and timeliness.

Your response does a decent job of addressing the objection by highlighting your unique selling points, such as customer service and billing structure. However, it could benefit from a more concise and structured delivery. The explanation about tax liability is somewhat convoluted and could confuse the prospect rather than clarify the benefits. Additionally, while mentioning North American support is a strong point, it lacks a closing technique to encourage further engagement. A more direct comparison to the competitor would strengthen your argument and help in closing the conversation more effectively.