HP phone call script

IntroductionHello, my name is Paige Donnelly and I’m an HP Sales representative with the Enterprise Group. I’m calling at our appointed meeting time.

ConnectionI want to thank you for taking the time to talk and discuss

I spoke with Devon last week and he provided me with some background on Storyteller’s problems that I believe I have a solution to.

Purpose StatementThe purpose of my call today is to gain your perspective on Storyteller’s current IT issues and inform you about how HP Converged Infrastructure could be a potential solution to those challenges.

Questioning1: Devon provided me with a few of his concerns, so I would like to hear what is your perspective on your current IT issues? 2: Which of these issues do you feel is the most pressing?

Remember the most important!!!

OutcomeThank you for that insight. After hearing what you have to say, today I hope to help you customize a strategic roadmap for the converged infrastructure, show you how to implement your vision, and explain how we can be an extended member of your IT network. Customized, disruption, scalable (statement must address all three of Bill’s concerns and all three of HP’s solutions) We can accomplish this through our service package. I’ll start by discussing…

Process Points- don’t straight up read these offAdvise

HP will determine key issues that Storyteller has in order to fully understand problems. We will have multiple meetings with top-level advisors and create a customized plan that will address Storyteller’s future IT needs

We are also able to host informational sessions with your internal customers to ensure that the Converged Infrastructure Solution we come up with will meet their needs as well as the IT growth plans the top management has

After these initial meetings take place, we will host the first of many workshops with the IT staff to familiarize them with the technical capabilities that our solution has to offer.

Our client team will take all the feedback gained through the Storyteller assessments and interviews back to the full group of HP engineers and solutions

experts for a full blueprinting of your systems and status.

Transform We will build your Converged Infrastructure from

an internal blueprint that we will create. The solution will be completely comprehensive and will extensively address all problems.

Making sure that both parties are on the same page is crucial, so we will host a workshop to be sure that HP and Storyteller professionals agree on the proposed solution and implementation plan.

Converged Infrastructure will simplify your business by enabling your IT staff to easily access data and go green by reducing Storyteller’s carbon footprint.

Our HP Proliant servers are able to detect problems before they happen, which will turn downtime into time you can use to be productive. We guarantee is superior to your current system.

Integrate HP will ensure that implementing a new system

does not affect your internal accessibility to your data

We are able to implement this system incrementally so that your day-to-day operations aren’t disrupted

HP will conduct testing before the system arrives to make sure it is working properly. We will also conduct testing once the system is live to check for network errors.

HP will be there every step of the way when Converged Infrastructure goes live to help your team learn to use the new products and services.

Support HP is able to provide you immediate assistance at

your main location as well as all of your subsidiaries

Technology today is constantly evolving and updating. After the system goes live, users will need features that were not previously available. We have the capability to make immediate updates where they are needed

As your company grows, we will have no trouble accommodating your expanding business. We are able to provide ongoing resources as acquisitions continue and you expand your operations abroad

HP support houses all of your data at an offsite location so your information will always be backed up. Should a natural disaster take place, your operations will not be disrupted

Check in QuestionDo you have any questions about the information I’ve presented so far?*ask check ins after points that are most important to them- expect an objection once

Objection

Recommendation

Based on today’s discussion, I recommend that you, Devon and myself take this Converged Infrastructure solution to the CIO to further discuss HP’s possible relationship with Storyteller

Negotiation- do not ask for a meeting with CIO and everyone again if you get rejectedOne up negotiating strategy- reason then one upOne up from nothing- get Devon againOne up from Bill- ask for Devon and Bill-my reason must be better than theirs to get the one up -if they reject your all three meeting, give more info and say now would you feel comfortable meeting with the CIO

Summary of AgreementJust a reminder, today we agreed to…

Next steps/transition/exitYes- Thank you for your time and I look forward to meeting with you and the CIO in the future. I’ll be in touch to set up a meeting time

-pick something you didn’t do well and say you will research it more for next time (empathy)

Class notes-speed of delivery is crucial- talk slow-listen harder-key to success is focus

-this scenario is more than meeting the requirements- elevate your proposal-process point transitions- once we understand your needs better we can,