Sales Script for Business Process Outsourcing

1. Sales Script for Business Process Outsourcing

3. BUSINESS PROCESS OUTSOURCING
FEATURES
• Take care of AP and AR
processes
• Real-time dashboard
• Dedicated account rep
DIFFERENTIATION
• No set up time and costs
FOR BUSINESS OWNERS
IMPROVEMENTS
• Simplify AP and AR processes
• Decrease time spent dealing with AP
and AR
• Decrease time to receive payments
• Decrease delinquent payments
CHALLENGES/CONCERNS
• AP and AR can be intensive processes
• AP and AR can be time-consuming and
labor-intensive
• Takes too much time to get customers to
pay
• Large amount of AP is never recovered
PAIN QUESTIONS
• How do you feel about the current
AP/AR processes?
• How important is it to spend less time
on AP/AR?
• How helpful would it be to get
customers to pay faster?
• How important is it to decrease
delinquent customers?
CUSTOMER EXAMPLE
• We worked with a startup
business owner
• They were spending too much
time on AP and AR.
• We helped to solve that by
taking over and automating their
processes.
• This helped to decrease time
spent on AP and AR
• Also helped to decrease the
payments they were not able to
recover.
• What does your AP/AR process look
like?
• How much of your AP/AR process is
automated?
CURRENT STATE QUESTIONS
PRODUCT TARGET VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE

4. PRODUCT
BUSINESS PROCESS OUTSOURCING
FEATURES
• Take care of AP and AR processes
• Real-time dashboard
• Dedicated account rep
DIFFERENTIATION
• No set up time and costs

5. PRODUCT
BUSINESS PROCESS OUTSOURCING
TARGET
Size: Small businesses, Multinational Corporations, etc.
Industries: Manufacturers, Hospitals, Banks, etc.
Department: IT, Finance, Human Resources, Marketing, etc.
Title: CXOs, VPs of IT, Directors of Operations, etc.
Broad: Businesses, Individuals, People, etc.
FOR BUSINESS OWNERS

6. PRODUCT
BUSINESS PROCESS OUTSOURCING
TARGET
FOR BUSINESS OWNERS IMPROVEMENTS
• Simplify AP and AR processes
• Decrease time spent dealing with AP and AR
• Decrease time to receive payments
• Decrease delinquent payments
1. Make something work better
2. Make something easier
3. Decrease the time
4. Increase revenue or income
5. Decrease costs or expenses
6. Improve the customer’s
product
7. Decrease risk
8. Improve visibility
VALUE
FEATURES
DIFFERENTIATION
• Take care of AP and AR processes
• Real-time dashboard
• Dedicated account rep
• No set up time and costs

7. PRODUCT
BUSINESS PROCESS OUTSOURCING
IMPROVEMENTS
TARGET
FOR BUSINESS OWNERS CHALLENGES/CONCERNS
• AP and AR can be intensive processes
• AP and AR can be time-consuming and labor-
intensive
• Takes too much time to get customers to pay
• Large amount of AP is never recovered
• For each improvement, there
is an opposite problem that is
resolved.
• What is the opposite of the
improvement?
• What problem goes away with
the improvement?
• What problem starts to
happen if this improvement is
not provided?
VALUE PAIN
• Simplify AP and AR processes
• Decrease time spent dealing with AP and AR
• Decrease time to receive payments
• Decrease delinquent payments

8. PRODUCT
BUSINESS PROCESS OUTSOURCING
CHALLENGES/CONCERNS
TARGET
FOR BUSINESS OWNERS PAIN QUESTIONS
• How do you feel about the current AP/AR
processes?
• How important is it to spend less time on AP/AR?
• How helpful would it be to get customers to pay
faster?
• How important is it to decrease delinquent
customers?
• For each pain point the
product fixes is a question
that could be asked.
• What question could we ask to
see if the prospect has each
challenge or concern?
VALUE PAIN QUESTIONS
• AP and AR can be intensive processes
• AP and AR can be time-consuming and labor-
intensive
• Takes too much time to get customers to pay
• Large amount of AP is never recovered

9. PRODUCT
BUSINESS PROCESS OUTSOURCING
TARGET
FOR BUSINESS OWNERS CURRENT STATE QUESTIONS
• What does your AP/AR process look like?
• How much of your AP/AR process is automated?
• Have you outsourced any of your AP/AR processes?
• Are you working with any BPO providers?
• How many people do you have working on AP and
AR?
• Do you have a lot of receivables?
• What is your average days outstanding for your AR?
• How much revenue are you not able to recover?
• When was the last time you looked at improving
AP/AR?
• Currently have what you sell?
• Current vendor/provider
• Current systems and
processes
• People in the organization
• Current contracts and
expiration dates
• Size details – number of sites,
people, systems, etc.
• Current performance/stats
(technical, marketing,
financial, etc.)
• Last time evaluated other
options
VALUE PAIN QUESTIONS

10. PRODUCT
BUSINESS PROCESS OUTSOURCING
TARGET
FOR BUSINESS OWNERS CUSTOMER EXAMPLE
• We worked with a startup business
owner
• They were spending too much time on
AP and AR.
• We helped to solve that by taking over
and automating their processes.
• This helped to decrease time spent on
AP and AR
• Also helped to decrease the payments
they were not able to recover.
• Who have we helped that is
similar to the target buyer?
• What problem did they have?
• What did we sell to solve that
problem?
• What are two improvements
we helped to influence?
VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE

11. BUSINESS PROCESS OUTSOURCING
FEATURES
• Take care of AP and AR
processes
• Real-time dashboard
• Dedicated account rep
DIFFERENTIATION
• No set up time and costs
FOR BUSINESS OWNERS
IMPROVEMENTS
• Simplify AP and AR processes
• Decrease time spent dealing with AP
and AR
• Decrease time to receive payments
• Decrease delinquent payments
CHALLENGES/CONCERNS
• AP and AR can be intensive processes
• AP and AR can be time-consuming and
labor-intensive
• Takes too much time to get customers to
pay
• Large amount of AP is never recovered
PAIN QUESTIONS
• How do you feel about the current
AP/AR processes?
• How important is it to spend less time
on AP/AR?
• How helpful would it be to get
customers to pay faster?
• How important is it to decrease
delinquent customers?
CUSTOMER EXAMPLE
• We worked with a startup
business owner
• They were spending too much
time on AP and AR.
• We helped to solve that by
taking over and automating their
processes.
• This helped to decrease time
spent on AP and AR
• Also helped to decrease the
payments they were not able to
recover.
• What does your AP/AR process look
like?
• How much of your AP/AR process is
automated?
CURRENT STATE QUESTIONS
PRODUCT TARGET VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE

12. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
Building Blocks

13. Cold Call Script
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE

14. VALUE
POINTS
PAIN POINTS
CURRENT
STATE
PRODUCT
PAIN
QUESTIONS
DISCOVERY
OPEN
CLOSE
CURRENT
STATE
QUESTIONS
PAIN POINTS
PRODUCT
CUSTOMER
EXAMPLE
First Appointment Script

15. Cold Email Campaigns
Email #1 Email #2
Delay
(1 or 2 weeks)
Email #3
Delay
(1 or 2 weeks)
Email #4
Delay
(1 or 2 weeks)
Email #5
Delay
(1 or 2 weeks)
Email #6
Delay
(1 or 2 weeks)
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
VALUE
POINTS

16. Voicemail Messages
Voicemail #1 Voicemail #2 Voicemail #3 Voicemail #4
VALUE
POINTS
PAIN POINTS
CUSTOMER
EXAMPLE
PRODUCT

17. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
INTRO
CLOSE

18. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
Building Blocks

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