B2B Sales Script for Telecommunications: Sandler Selling System Follow-up Call

1. Introduction (30-45 seconds)

• Professional Greeting: “Good [morning/afternoon], [Client’s Name]. This is [Your Name] from [Your Company]. How are you today?”

• Purpose Statement: “I’m calling to follow up on our last conversation. My goal today is to dive deeper into your current telecommunications needs and explore how we might help address those effectively.”

• Agenda Setting: “During our call, I’d like to ask you a few questions to better understand your situation, discuss some insights relevant to your industry, and outline potential solutions. Does that sound good to you?“

2. Main Content (3-5 minutes)

Framework-specific Questions:

• “In our last conversation, you mentioned [specific need/problem]. Can you tell me more about how that’s impacting your business?”
• “What have you tried so far to address this issue?”
• “How do you measure success regarding your telecommunications solutions?”

Industry-specific Talking Points:

• “Many telecommunications companies are now leveraging [specific technology, e.g., 5G, IoT] to enhance operational efficiency. Are you exploring any of these technologies?”

Value Propositions Tailored to Needs Analysis:

• “Based on what you’ve shared, our [specific product/service] could significantly reduce downtime and improve your team’s productivity by X%.”

Active Listening Cues:

• “I see, that’s interesting.”
• “Can you elaborate on that?”

Objection Handling Phrases:

• “I understand that cost is a major concern. However, our clients typically see a ROI of X% within the first year. Let’s explore how this might look for your business.”

3. Key Questions (5-7 questions)

Open-ended Discovery Questions:

• “Can you describe your current telecommunications setup?”
• “What challenges are you facing with your current system?”

Framework-aligned Qualification Questions:

• “What’s your timeline for implementing a new solution?”
• “Who else is involved in the decision-making process for this?”

Industry-specific Pain Point Probes:

• “Have you experienced any issues with connectivity or bandwidth that have affected your operations?”
• “How important is scalability in your telecommunications solution, considering future growth?“

4. Common Objections & Responses (3-5 objections)

Objection: “We’re already working with another provider.”

• Response: “I understand brand loyalty. Out of curiosity, are there areas where you see room for improvement with your current provider?”

Objection: “Your solutions seem expensive.”

• Response: “I can see how it might seem that way upfront. Let’s discuss the long-term value and potential cost savings over time.”

Objection: “We’re not ready to make a change right now.”

• Response: “That’s completely understandable. May I know what’s holding you back so we can address it when you’re ready?“

5. FAQ Section (5-7 questions)

Q1: How quickly can we expect to see improvements in our telecommunications system?

• A: “Typically, our clients start seeing significant improvements within the first 3-6 months after implementation.”

Q2: Do you offer support for transitioning from an old system to yours?

• A: “Absolutely, we provide comprehensive support during the transition, ensuring minimal disruption to your operations.”

Q3: How does your solution scale with business growth?

• A: “Our solutions are designed to scale seamlessly, accommodating growth without the need for major overhauls.”

6. Closing & Next Steps (30-45 seconds)

• Call to Action: “Based on our discussion, the next step is to conduct a detailed assessment of your current system and identify how we can add value. How does next Tuesday at 10 AM sound for a deeper dive?”

• Clear Next Steps: “I’ll send a calendar invite for our next meeting, along with some preliminary information on our solutions for your review.”

• Timeline Setting: “After our next meeting, we should be able to outline a tailored solution within a week.”

7. Best Practices

Do’s:

• Do listen actively: Ensure you’re fully engaged, paraphrasing, and summarizing their points to show understanding.
• Do tailor the conversation: Use the information you’ve gathered about their specific needs to make the discussion relevant.
• Do maintain a consultative stance: Position yourself as a partner looking to solve problems, not just sell a product.

Don’ts:

• Don’t oversell: Focus on value and fit rather than pushing features.
• Don’t ignore objections: Address them head-on with empathy and understanding.
• Don’t rush the process: Follow the client’s pace, ensuring they’re comfortable and informed at every step.

Framework-specific Tips:

• Pain Funnel: Use the Sandler Pain Funnel to uncover the true root of their problem, guiding the conversation with care and strategic questioning.
• No-Pressure Environment: Create a safe space for dialogue, encouraging openness and honesty.

Industry-specific Insights:

• Stay Informed: Keep up-to-date with the latest telecommunications trends and technologies to offer insightful recommendations.
• Customization is Key: Emphasize how your solutions can be tailored to meet their unique business needs and challenges.

By adhering to these guidelines and utilizing the Sandler Selling System principles, you can navigate follow-up calls with greater confidence and success, moving closer to closing the deal while building a strong, consultative relationship with your B2B clients in the telecommunications industry.