This document contains call plans and scripts for sales representatives calling on existing and potential new small business customers of BellSouth. It provides guidance on preparing for calls, identifying customer needs through discovery questions, and proposing a complete communications solution when meeting with customers.

1. FORAND WINBACKS ONLY
NEW CUSTOMERS
HELLO, Mr./Mrs. ___________.
This is _______________ of Miragent Communications, an authorized partner of BellSouth.
How are you today? Great! The reason I’m calling today is to share some information with you
About our company. We aid BellSouth in obtaining and retaining small business accounts
Through providing excellent customer service and discounted phone rates.
Mr./Mrs. ________________, do you feel that your current phone provider is meeting all of your
Customer service needs? Wonderful! I am going to be in your area on ____________________
And would like to stop by and introduce myself. Are you available at ___________________ ?
FOR BELLSOUTH CUSTOMERS
ONLY
HELLO, Mr./Mrs. ___________.
This is _______________ of Miragent Communications, an authorized partner of BellSouth.
How are you today? Great! The reason I’m calling today is to share some information with you
About our company. We aid BellSouth in obtaining and retaining small business accounts
through providing personalized customer service.
Mr./Mrs. ________________, do you presently have a personal BellSouth Account Executive that
Handles all of your BellSouth questions and concerns? Wonderful! I am going to be in
your area on ____________________ and would like to stop by and introduce myself.
Are you available at ___________________ ?

2. PRE
CALL PLANNING
Pre call planning Review your 1st list of contacts or lead generator.
is crucial to your
new business success.
success
Make a commitment to call on a specific number
let’s get to work and
make things happen. of prospects daily, weekly, and monthly – just do it!
Here are some suggestions:
Determine how you will make these calls,
are these cold calls or scheduled calls.
If you determine that scheduling appointments by phone
is your best route for success, remember, the
phone is not for making presentations. You will best service
your customer by scheduling an appointment to review and
discuss how our company can benefit his/her needs.
Be professional, friendly and If you determine that cold calling your customer is best, know
Most of all, enthusiastic. with whom you need to speak (who is the authorized decision
maker). Do your homework!

3. Discovery
Discovery
Identify the customer needs – current/future
The meeting/discovery process is time used to
Identify the customer needs Meeting
Meet
Discover
The meeting/discovery process is time used to identify the
customer needs – current/future
Best method is getting the bill –
Also use multiply discovery questions
Discover Discover
How important is communication How much Long Distance?
service to your business?
Any Toll Free
Is the majority of your business
via voice services or internet? Internet – DSL/Cable/Dial
Number of lines How do you see your business
growing?
Features including voice mail

4. Proposing
Proposing
Recommending
When proposing a solution –
propose a complete communication
solution including local, long distance, & internet
options along with the promo’s
T
S N
O U I
O
L
When proposing an upgrade solution
Propose a complete solution
THE PROPOSAL
SHOULD BE A SINGLE PRICE PRESENTATION