RBOs

Question 1

Is this a sales call?

Answer 1

No, it’s not a sales call. Looking to share 30 sec to see if what we do is relevant. If so, great. If not, we can part ways here and I will not call you again. Sound Fair?

Question 2

Is this a cold call?

Answer 2

Yes, it is a cold call. Looking to share 30 sec with you to see if what we do is relevant. If its, great. If not, I will not call you again. How’s that sound?

Question 3

Where did you get my number? (mobile number)

Answer 3

We get numbers from Zoominfo, a public company, they scrape off numbers off the internet. So sorry for offending you, did not know this was a mobile. Just looking to share thirty seconds to see if what we do is relevant. If it is, great. If not, we can part ways right here and I won’t call you again (I’ll take your mobile off our list). How’s that sound?

Question 4

It’s a bad time / Busy

Answer 4

Fair enough, never a good time to get cold called. Just looking to share a few seconds to see if what we do is relevant. If it is, we can chat at a better time. If not, we can part ways right here. How’s that sound?

Question 5

Send Email (Brush-Off)

Answer 5

2 options:
If already sent an email:
-Email is a great suggestion, already sent a couple but did not know if they got lost in the inbox. Looking to share thirty seconds to see if what we do is relevant. If it is, we can continue by email. If not, we can part ways here, no more emails. How’s that sound?

Cold outreach:
-Email is a great suggestion, Looking to share thirty seconds to see if what we do is relevant. If it is, I’ll send it over via email. If not, we can part ways here, no email needed! How’s that sound?

Question 6

To establish relevance (after a couple objections)

Answer 6

NAME, great to hear that some of this is aligning with your priorities right now. if you had to rank them, what would be at the top?

Question 7

None of this relevant

Answer 7

NAME, typically when I speak to others in your role at least some of these challenges are relevant. I’m curious, if it’s not relevant to you, what are you responsible for currently?

Question 8

I’m not the right person

Answer 8

NAME, reached out to you given your role as a TITLE. Others with similar titles resonate with some of the challenges mentioned. What resonated most with you?

Question 9

I’m not a decision maker

Answer 9

That’s why I am calling you, you may be somewhat burdened with what I mentioned and would ultimately benefit from our solution. We loop in decision makers if it makes sense down the road. So…What stood out?

Question 10

These are not challenges for us

Answer 10

NAME, great to hear you and the team are more proactive than reactive on what I mentioned, not as common as you may think. What are you doing differently than others in your space?

Question 11

We are set, all good

Answer 11

NAME, great to hear you and the team are more proactive than reactive on what I mentioned, not as common as you may think. Given the work we have done with others like yourself, you may still value seeing what we’ve done, so out of what i mentioned, what resonated?

Question 12

We have tools in place

Answer 12

NAME, that’s why I am calling, would be weird if you had nothing for this and we are not looking to replace what you have. With that being said, out of what I mentioned, what resonated?

Question 13

I am not interested

Answer 13

NAME, most folks aren’t given the nature of a cold call and most folks are not actively looking for what we do. Given your role as TITLE, you may still get value from learning more. What would be more interesting to you that aligns on what you’re focused on?

Question 14

Send me email: later in the intro

Answer 14

Great idea, since I already sent a couple of emails to EMAIL, what would be relevant to send over email again?

OR

Prospect, email a great suggestion. What’s the best email to reach you at?

Great, what info would most relevant to shoot over email to not clutter your inbox?

Question 15

Call me back in X months

Answer 15

NAME, you mentioned to have this conversation in TIMEFRAME. What’s happening in TIMEFRAME that would align with this TOPIC?

Question 16

I’m not interested (close stage)

Answer 16

NAME, given our conversation around C and how we worked with another VERTICAL to OUTCOME, what is holding you back from extending our conversation?

Question 17

Send me an email (closing stage)

Answer 17

NAME, email is a great suggestion, often folks let me know to send an email to get off the phone and they never get a chance to see how we can deliver OUTCOME…what we have been able to do is record the call to have as information for you and the team, would that be helpful?

Question 18

What is the price?

Answer 18

NAME, that’s a fair question, my team is more suited to answer that question specific to your org. My job is only outreach and to connect you to the team. TIME work to get pricing questions answered as well?

Question 19

Varonis is too expensive

Answer 19

NAME, sounds like you did not move forward with Varonis because of pricing. Outside of pricing, what else held you back in moving on with Varonis?

Since you didn’t move forward with us. How did you address this X?

OTHER TOOL: “what outcomes is that solution delivering?”

It makes sense why you didn’t move forward with us for X project. I do want to let you know we help organizations in a lot of areas when it comes to securing their data – what other projects are you working on currently or have planned for later this year?

Question 20

No budget

Answer 20

Prospect, budget is a fair concern. 90% of the people I speak to rarely have budget immediately available for implementation of a new solution at the start of conversations. While budget will be a factor down the line, given our conversation around X and Y, hoping to get your eyes on the solution and see how it can align with you and your environment right now. If down the line, things move forward, we can even help support in any conversations around budget that come up, especially as you prepare for TIMEFRAME it sounds like.

Question 21

Procurement Objection

Answer 21

Reaching out to procurement is a great idea down the road. Since we work with other public organizations across Canada, it being our biggest vertical, we know how it works. We first like to gauge what is most relevant to you and the team so we can best tailor what we offer since we cover different use cases. QUESTION