B2B Sales Script for SaaS & Technology (Follow-up Call)

Introduction (30-45 seconds)

• Professional Greeting: “Good [morning/afternoon], [Name], this is [Your Name] from [Your Company]. I hope your day is going well.”
• Purpose Statement: “The purpose of our call today is to build upon our last conversation, focusing on how our solutions can specifically address your current challenges and objectives, aligning with your business goals for the upcoming quarter.”
• Agenda Setting: “I’d like to discuss your feedback on the information we shared previously, answer any questions you might have, and explore the most effective path forward for your team. Does this agenda work for you?”

Main Content (3-5 minutes)

Framework-specific Questions Following CustomerCentric Selling Methodology

• “Can you share more about the specific challenges your team is facing this quarter?”
• “How do these challenges impact your overall business goals?”
• “What would be the ideal solution from your perspective?”

Industry-specific Talking Points Relevant to SaaS & Technology

• “Many of our clients in the SaaS sector have seen a 20% increase in efficiency by leveraging our analytics tools. Are you currently using any analytics to optimize your operations?”
• “With the rapid evolution of technology, staying ahead of the curve is crucial. Our platform ensures you’re always leveraging the latest advancements.”

Value Propositions Tailored to Next Steps Planning

• “Our solution not only addresses your immediate needs but also scales with you, ensuring long-term value and adaptability to market changes.”
• “By partnering with us, you gain access to dedicated support, ensuring your team maximizes the benefits of our technology.”

Active Listening Cues

• “That’s a great point, [Name]. Could you elaborate more on that?”
• “I see, how does that impact your current workflow?”

Objection Handling Phrases

• “I understand your concern about [objection]. Could I share how we’ve addressed this for similar clients?”

Key Questions (5-7 questions)

1. “What specific outcomes are you hoping to achieve by implementing a new solution?”
2. “Can you walk me through your current process and where you see the most significant challenges?”
3. “In terms of technology adoption, what has been your team’s biggest hurdle?”
4. “How do you see our solution fitting into your existing ecosystem?”
5. “What are the key metrics you will use to measure success with our solution?”
6. “Can you share any past experiences with SaaS solutions that didn’t meet your expectations?”
7. “What is your timeline for making a decision, and what steps remain in your evaluation process?”

Common Objections & Responses (3-5 objections)

1. Objection: “Your solution seems more expensive than others we’re considering.”

   • Response: “I understand the concern about budget. It’s important to consider not just the cost but the ROI our solution offers, including [specific metrics], which often results in a lower total cost of ownership over time.”

2. Objection: “We’re concerned about the integration with our existing tools.”

   • Response: “Integration is a common concern. Our platform is designed with flexibility in mind, offering [specific integration capabilities], ensuring a seamless transition and minimal disruption to your operations.”

3. Objection: “We’re not sure we have the bandwidth to implement a new solution right now.”

   • Response: “That’s completely valid. Our onboarding process is designed to be as efficient and hands-off for your team as possible, with dedicated support to guide you every step of the way. Would it be helpful if I outlined what the implementation process looks like?”

FAQ Section (5-7 questions)

1. What’s the average implementation time for your solution?

   • “On average, our clients are up and running within [specific timeframe], including personalized training and support.”

2. How do you ensure data security?

   • “Data security is our top priority. Our solution complies with [specific regulations], and here’s a link to our security whitepaper: [URL].”

3. Can your solution scale as our business grows?

   • “Absolutely. Our platform is designed to scale effortlessly, supporting businesses as they expand without the need for major overhauls.”

4. What type of customer support do you offer?

   • “We offer 24/7 customer support through various channels, including phone, email, and chat, ensuring you always have access to immediate assistance.”

5. How often do you release updates?

   • “We have a robust roadmap and release updates quarterly, incorporating the latest technologies and customer feedback to continuously enhance our solution.”

Closing & Next Steps (30-45 seconds)

• Call to Action: “Based on our discussion, the next logical step is to arrange a detailed demo focusing on the specific features and benefits most relevant to your challenges. How does your calendar look next week for this?”
• Clear Next Steps: “Let’s pencil in a preliminary slot for the demo. I’ll send a calendar invite after this call, along with a summary of what we discussed today and any additional information you requested.”
• Timeline Setting: “Following the demo, we can schedule a deeper dive or a technical review within the next two weeks, ensuring we keep the momentum going and address all your needs in a timely manner.”

Best Practices

Do’s and Don’ts

• Do:

  • Maintain a consultative tone, focusing on the client’s needs and how your solution can meet them.
  • Use data and metrics to support your value proposition, especially when it comes to ROI and efficiency gains.

• Don’t:

  • Overwhelm the client with technical jargon. Keep the conversation accessible.
  • Push for a commitment too early. Let the client’s needs and timeline guide the discussion.

Framework-specific Tips

• Always align your questions and discussions with the client’s objectives and challenges, fostering a collaborative conversation rather than a sales pitch.
• Use the CustomerCentric Selling methodology to guide the client through realizing the value and necessity of your solution on their own, rather than telling them.

Industry-specific Insights

• Stay informed about the latest trends and challenges in the SaaS & Technology sector to ensure your conversations are relevant and insightful.
• Understand that decision-makers in this industry value innovation, scalability, and data security. Tailor your discussions to highlight these aspects of your solution.

By following this script and incorporating these best practices, you’ll be well-equipped to conduct a successful follow-up call that advances the sales process, aligns with the CustomerCentric Selling framework, and addresses the unique needs of clients in the SaaS & Technology industry.