Help a new tech sales woman

by AiOjou
14 replies
Hello

I joined a new startup that sales real estate software. I am on a probationary period for 90 days. I have been here for 30 days now and have not made a sale. I make about 80 cold calls a day. The call list is pretty old. So a lot of the phone numbers are dead, the contacts don't work there anymore. It has 10k leads, however, we are only focusing on about 5 states at the moment.

The process:

pre-qualifying call
second call to set appointment
demo
send contract
close


Now, they have used this process in the past and had success but the scripts are not the best. I will post the scripts but change the information around so I wont get found out

"Hello, my name is . I am with Company."

"I would like to confirm some contact information that we have on file for your company. Is the owner in?"

If the owner is not in - "oh, well do you mind answering a few questions for me? I promise it will only take a moment of your time."

"Thank you so much."

Common objection:

I don't have time.
"Oh, I understand that you are busy. It will only take a minute of your time. I have only six very short questions to ask."


ask qualifying questions.

"Thanks so much for your time. Have a good one."

I get hung up on a lot or giving false information. out of 80 calls I can get 20-30 disconnect numbers, 10-15 that will give me the needed information or some of it, 20-30 hang up and I will have to call back another time and I half of these I will never get back on the phone again.

call for appointment:

"Hi my name is and I work for COMPANY. We help businesses improve satisfaction with bunnies, increase bunnies, and generate greater results when it comes to handling your investments. I am calling to ask you for a 20-minute meet and greet where I can share with you the 4 trends that are stopping good teams from producing the results they are capable of. Whether or not you ever do business with us, you'll ask some different questions after you see these trends, and you'll likely make some different decisions. What do you look like later this week for a 20 minute executive briefing?"

Problem with the second script is they are normally not the decision maker and if I ask for the decision maker then they hang up. If I do get the person that is not a decision maker to accept the appointment then during the presentation they are uninterested, give false information and it wastes all of our time.

I have tried cold emailing first and then calling. the emails are old and will bounce or they will just open and not reply.

I am trying to find a system that works so I can sell. I was able to sell in the past with a previous company but it was not a startup. So I had all the tested and true materials already.

I have been searching around the forum before posting and found some good information that I will try this week. I am also trying to buff up the site with seo and ads since they don't have much of a presence online or in town.

we are trying different ways to get to the client. The CEO of the company says this company is B2B2C
they tried going after apartments first but that doesn't seem to be working. Then property managers. Then real estate investors who own the properties, then realtors, banks, appraisers. We don't really know which group to actually go after that can have a big influence on the owner to purchase the product and if the apt already has a software then they usually hang up.

So I am at a lost here.
<<<2 similar threads by the same member merged by moderator>>>


Hello

I am trying to do sales for a new real estate software platform. We do mostly direct sales (cold calling). We haven't had a sale in months. We get hung up on a lot and no one responses to the emails.

The process is:

pre-qualifying call
request appointment
demo
contract

the leads are extremely bad (10k leads. I can make 80 cold calls a day and almost half will be dead numbers) and the company is so new there isn't any news about them, no seo hardly. I am have been digging on here to get more ideas which have been helpful. But does anyone have any ideas on how to contact loan officers, realtors, property managers, real estate investors and turn them into sales?
#sales #tech #woman
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  • Profile picture of the author StevenTylerPjs
    Hi

    What does the software actually do and what is it's unique selling benefit?

    We help businesses improve satisfaction with bunnies, increase bunnies, and generate greater results when it comes to handling your investments.

    I assume "bunnies" was an autocorrect?
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  • Profile picture of the author AiOjou
    If I said too much I might get in trouble. So I put bunnies. There is a few unique benefits but it's core is a property management software for real estate investors, and property managers like buildium and appfolio but with a lot more features.

    So it shouldn't be hard to sell however it is.
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    • Profile picture of the author eccj
      Originally Posted by AiOjou View Post

      If I said too much I might get in trouble. So I put bunnies. There is a few unique benefits but it's core is a property management software for real estate investors, and property managers like buildium and appfolio but with a lot more features.

      So it shouldn't be hard to sell however it is.
      Are they paying you a salary or an hourly rate?
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      • Profile picture of the author eccj
        Originally Posted by eccj View Post

        Are they paying you a salary or an hourly rate?
        Alright so salary plus commission.

        The reason I asked is because there are a bunch of companies that have terrible sales processes but since they don't pay people they don't care. As long as they fool enough people into a "job" with them they make some money off the few sales people make before they leave.

        I worked with a software sales company that had a very similar sales process. It worked when picking up low hanging, low value fruit. Basically the businesses no one else thought was worth pursuing.

        They got some funding, built out a bunch of features into their software and tried to use the same process to win more valuable accounts. It failed miserably.

        The funding stopped and they are on their death bed waiting for someone to pull the plug.

        Their scripts sucked. I showed them a better script and would qualify more leads in an hour than their full time lead qualifiers would all day combined.

        Now you would think that would have had an impact on their thinking but it did not. The marketing department, all two of them, didn't like the "messaging" that I communicated. Me talking like and actual human being didn't fit their image of what "sales" should do.

        I guess this process is popular in the software world??? I literally never heard of such a process until last summer when I attempted to help this other company. Personally I think it is stupid.

        I would call with something of value ala the Dream 100 or blow through the list looking for people who really hate the software they are using if I had to use a cold call based approach.

        And I would be looking for a new job as well.

        When commission is a part of your pay they company owes you something. They owe you a real shot at earning a great living if you do what they ask and work at it. If others are not killing it then the company isn't holding up their end of the bargain and you should look out for yourself.
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  • Profile picture of the author agi
    Can you consider a different script? or you have to follow the company standard?
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    Hit inbox like a Pro. Use Reverse IP System and Send upto 300,000 emails daily straight to inbox. Add Skype ID: enbrett
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  • Profile picture of the author ryanbiddulph
    Hi AO, just devil's advocate here but: why are you doing this? Do you genuinely enjoy reading terse, strict scripts in non genuine fashion to sell to strangers you cold call? Do something you love, that feels natural, and fun. Or just get an offline job to pay bills and then begin something you really enjoy.
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    • Profile picture of the author AiOjou
      I will reply to everyone's at one to save time.

      eccj - salary + commission when I land a deal

      ryanbiddulph - I enjoy selling. I came from corp but this has been difficult so I am trying to find a way to help the company with a better process since neither of them have done sales before.

      cearionmarie - I have sales experience from a previous job, I worked there for 3 years but they had a tried and true plan This company was built on engineers who have never sold anything before. I have made 80 calls a day for a month with the current plan. It is not working. That is why I came to ask for help.

      WF- Enzo - yes. The database is extremely old. I have had some calls where the gatekeeper will say "that person died 10 years ago." We are working on trying to get warm leads but since the company doesn't have much PR, extremely new, and it is hard to get the decision maker on the phone I am looking for other options. I was thinking about going directly to real estate investors but they are hard to come by without a warm intro. Do you have any experience in real estate and how to get to the decision maker?

      Nuru Bazzi- I am not a bot. I work for a similar software to yardi, buildium, appfolio. Property management software.
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      • Profile picture of the author socialentry
        Originally Posted by AiOjou View Post

        WF- Enzo - yes. The database is extremely old. I have had some calls where the gatekeeper will say "that person died 10 years ago."

        You should google "mobile renegade" and consider buying it. It scrapes numbers and address off yellowpages and facebook. There's really not much "fresher" leads out there, beside the ones you find yourself or through word of mouth.



        The software has been around for years and is still supported.
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  • Profile picture of the author cearionmarie
    Do you have prior experience in sales? Sometimes it's the company's method that doesn't work. If you have a tried and tested plan, try to work it out with the managers. After all, it should help the company as a whole.
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    Cearion Uy - Marketing Advisor
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  • Profile picture of the author WF- Enzo
    Administrator
    I've had experience doing this, we have a similar process (pre-qual, set appointment, etc.), with similar objections, similar script, and well it was a hit and miss approach. And while yes this method has been proven and tested, it seems like your database as mentioned is old. Cold calling 80 leads daily is taxing (and boring).

    Have you tried suggesting purchasing new and updated contact databases? Also if I may suggest, what you can do is Google the company name you're trying to look for. Chances are the updated contact details you need will show on the search results.

    Originally Posted by AiOjou View Post

    Hello

    I joined a new startup that sales real estate software. I am on a probationary period for 90 days. I have been here for 30 days now and have not made a sale. I make about 80 cold calls a day. The call list is pretty old. So a lot of the phone numbers are dead, the contacts don't work there anymore. It has 10k leads, however, we are only focusing on about 5 states at the moment.

    The process:

    pre-qualifying call
    second call to set appointment
    demo
    send contract
    close


    Now, they have used this process in the past and had success but the scripts are not the best. I will post the scripts but change the information around so I wont get found out

    "Hello, my name is . I am with Company."

    "I would like to confirm some contact information that we have on file for your company. Is the owner in?"

    If the owner is not in - "oh, well do you mind answering a few questions for me? I promise it will only take a moment of your time."

    "Thank you so much."

    Common objection:

    I don't have time.
    "Oh, I understand that you are busy. It will only take a minute of your time. I have only six very short questions to ask."


    ask qualifying questions.

    "Thanks so much for your time. Have a good one."

    I get hung up on a lot or giving false information. out of 80 calls I can get 20-30 disconnect numbers, 10-15 that will give me the needed information or some of it, 20-30 hang up and I will have to call back another time and I half of these I will never get back on the phone again.

    call for appointment:

    "Hi my name is and I work for COMPANY. We help businesses improve satisfaction with bunnies, increase bunnies, and generate greater results when it comes to handling your investments. I am calling to ask you for a 20-minute meet and greet where I can share with you the 4 trends that are stopping good teams from producing the results they are capable of. Whether or not you ever do business with us, you'll ask some different questions after you see these trends, and you'll likely make some different decisions. What do you look like later this week for a 20 minute executive briefing?"

    Problem with the second script is they are normally not the decision maker and if I ask for the decision maker then they hang up. If I do get the person that is not a decision maker to accept the appointment then during the presentation they are uninterested, give false information and it wastes all of our time.

    I have tried cold emailing first and then calling. the emails are old and will bounce or they will just open and not reply.

    I am trying to find a system that works so I can sell. I was able to sell in the past with a previous company but it was not a startup. So I had all the tested and true materials already.

    I have been searching around the forum before posting and found some good information that I will try this week. I am also trying to buff up the site with seo and ads since they don't have much of a presence online or in town.

    we are trying different ways to get to the client. The CEO of the company says this company is B2B2C
    they tried going after apartments first but that doesn't seem to be working. Then property managers. Then real estate investors who own the properties, then realtors, banks, appraisers. We don't really know which group to actually go after that can have a big influence on the owner to purchase the product and if the apt already has a software then they usually hang up.

    So I am at a lost here.
    <<<2 similar threads by the same member merged by moderator>>>


    Hello

    I am trying to do sales for a new real estate software platform. We do mostly direct sales (cold calling). We haven't had a sale in months. We get hung up on a lot and no one responses to the emails.

    The process is:

    pre-qualifying call
    request appointment
    demo
    contract

    the leads are extremely bad (10k leads. I can make 80 cold calls a day and almost half will be dead numbers) and the company is so new there isn't any news about them, no seo hardly. I am have been digging on here to get more ideas which have been helpful. But does anyone have any ideas on how to contact loan officers, realtors, property managers, real estate investors and turn them into sales?
    {{ DiscussionBoard.errors[11535649].message }}
  • Profile picture of the author Nuru Bazzi
    About wich software are you talking about ? I hope you are not a bot .
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  • Profile picture of the author DABK
    Exclusive Offer for Digital SpeakEasy Customers is the link to mobile renegade. I've used it. It's not an affiliate link.


    You might also want to find them on linkedin, ask them to join their network.


    You might go to zillow.com
    You might go to realtor.com
    You might look up big real estate companies, like Century21 and find their managing brokers.


    By the way, managing broker runs the business, broker or associate broker is a person working for a managing broker as a real estate agent.


    Or, best, make friends with someone who has access to the mls website, look up offices... you'll get the office name, address, phone number., the name of the person who owns the office (here they are called Designated Brokers), with their phone number and email addresses.


    Here's the link to Coldwell Banker's search an office... If you click on a state, then a city, then an office, you get, on the right, at the top, the name and contact info for the person running the office: https://www.coldwellbankerhomes.com/sitemap/offices/


    All major brokerages have a page like that in their sitemap.
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  • Profile picture of the author AiOjou
    Thank you all for the suggestions! I will do a lot of it today. If you have any suggestions for the script that would be helpful as well. I am trying to find a way to get more people like loan officers since they speak with real estate investors regularly and already have that connection. It is just hard to get their trust and attention it seems. The product is actually good it's just these people never sold before, they are just engineers.
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  • Profile picture of the author Medon
    Originally Posted by AiOjou View Post

    Hello

    I joined a new startup that sales real estate software. I am on a probationary period for 90 days. I have been here for 30 days now and have not made a sale. I make about 80 cold calls a day. The call list is pretty old. So a lot of the phone numbers are dead, the contacts don't work there anymore. It has 10k leads, however, we are only focusing on about 5 states at the moment.

    The process:

    pre-qualifying call
    second call to set appointment
    demo
    send contract
    close


    Now, they have used this process in the past and had success but the scripts are not the best. I will post the scripts but change the information around so I wont get found out

    "Hello, my name is . I am with Company."

    "I would like to confirm some contact information that we have on file for your company. Is the owner in?"

    If the owner is not in - "oh, well do you mind answering a few questions for me? I promise it will only take a moment of your time."

    "Thank you so much."

    Common objection:

    I don't have time.
    "Oh, I understand that you are busy. It will only take a minute of your time. I have only six very short questions to ask."


    ask qualifying questions.

    "Thanks so much for your time. Have a good one."

    I get hung up on a lot or giving false information. out of 80 calls I can get 20-30 disconnect numbers, 10-15 that will give me the needed information or some of it, 20-30 hang up and I will have to call back another time and I half of these I will never get back on the phone again.

    call for appointment:

    "Hi my name is and I work for COMPANY. We help businesses improve satisfaction with bunnies, increase bunnies, and generate greater results when it comes to handling your investments. I am calling to ask you for a 20-minute meet and greet where I can share with you the 4 trends that are stopping good teams from producing the results they are capable of. Whether or not you ever do business with us, you'll ask some different questions after you see these trends, and you'll likely make some different decisions. What do you look like later this week for a 20 minute executive briefing?"

    Problem with the second script is they are normally not the decision maker and if I ask for the decision maker then they hang up. If I do get the person that is not a decision maker to accept the appointment then during the presentation they are uninterested, give false information and it wastes all of our time.

    I have tried cold emailing first and then calling. the emails are old and will bounce or they will just open and not reply.

    I am trying to find a system that works so I can sell. I was able to sell in the past with a previous company but it was not a startup. So I had all the tested and true materials already.

    I have been searching around the forum before posting and found some good information that I will try this week. I am also trying to buff up the site with seo and ads since they don't have much of a presence online or in town.

    we are trying different ways to get to the client. The CEO of the company says this company is B2B2C
    they tried going after apartments first but that doesn't seem to be working. Then property managers. Then real estate investors who own the properties, then realtors, banks, appraisers. We don't really know which group to actually go after that can have a big influence on the owner to purchase the product and if the apt already has a software then they usually hang up.

    So I am at a lost here.
    <<<2 similar threads by the same member merged by moderator>>>


    Hello

    I am trying to do sales for a new real estate software platform. We do mostly direct sales (cold calling). We haven't had a sale in months. We get hung up on a lot and no one responses to the emails.

    The process is:

    pre-qualifying call
    request appointment
    demo
    contract

    the leads are extremely bad (10k leads. I can make 80 cold calls a day and almost half will be dead numbers) and the company is so new there isn't any news about them, no seo hardly. I am have been digging on here to get more ideas which have been helpful. But does anyone have any ideas on how to contact loan officers, realtors, property managers, real estate investors and turn them into sales?

    I think the first thing you need to do is to tell us what the software does and how it will benefit real estate owners. Then if you are using an old contact list, it explains why you have not made any headway. You need to change your game plan.
    {{ DiscussionBoard.errors[11536816].message }}
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