The best phone system for telecom operators and resellers
You sell telecoms: prospect with the most effective tool on the market.
Hundreds of companies use 
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The situation
What holds you back today
High volume migration campaigns
Contract end dates that have to be called at the right moment
Compliance and a record of what was agreed
The answer
What Skipcall changes
Specific to your industry
What you hear back when you sell telecoms
Selling connectivity to businesses that already have it means arriving second, every time. There are only a handful of objections and they come back almost word for word. Two of them are not refusals at all, they are information you should be collecting.
“We're still in contract”
That is not a refusal, it is a date. Ask for the exact end date, the notice period written into the agreement and what happens if nobody serves notice, then diarise a call before the notice window opens and stop there. A prospect you sold nothing to today, but whose renewal date you now hold, is worth more than a meeting scraped out of an account with no date attached.
“We had a migration that went badly”
A common objection, and usually a fair one: moving an estate leaves scars. Do not answer it with a price, answer it with a runbook. Number porting, keeping the numbering plan, the cut over date and time, the period when both systems run side by side, one named contact for the whole job. The subject is not the monthly bill, it is the risk of a day with no phones.
“Our IT provider handles all that”
In most SMEs the phones sit with the managed service provider or the IT reseller, who signed the contract and earns from the relationship. Going over their head loses you the account. Ask for the name, call them, and introduce yourself as a possible supplier rather than as a threat to their customer relationship. You win these accounts with the incumbent partner or not at all.
“You're the fourth this week”
The market is saturated with outbound calls and people usually say so without any aggression. The only way out is to sound nothing like the other three: say how long you will take, say where the number came from, bring one dated fact they can check for themselves, such as whether their exchange has already gone stop sell for analogue lines, and get off the phone if it does not interest them. That is what earns you the right to call back in six months.
“Send me something in writing”
This is a polite way of ending the call. Handle it by offering a choice between two short slots, or failing that by asking exactly what needs to be in the email. Without that detail the document will not be read and you will have no reason to call again.
A telecoms sales team that writes down every renewal date builds itself, within a year, a callback list worth more than the list it started with. Skipcall keeps a summary of every call and triggers the follow up on the date you set.
The script
The new business call into an estate that is already connected
You are calling an SME that already has a provider, usually without knowing which one. The call is not aiming at a sale or even at a meeting: it is aiming at three facts, the incumbent, the contract end date and the notice period. The meeting gets booked later, on the right date.
The opener
“Morning, [first name last name] from [company]. I'm calling businesses in [town] about the switch off of the old analogue lines. Two minutes, no more: who looks after the phones with you?”
A dated reason to call that the other person can verify for themselves is what separates you from the other three calls they took this week.
“We're still in contract”
“That's exactly what I'm after. Which month does it end? And what notice does the contract ask for, thirty days or three months? I'll note it, I'll call you before then, and I'll leave you alone until I do.”
Without the notice period the end date is useless. It is the window in which the customer can actually give notice that belongs in the record.
“Our IT provider handles all that”
“Fine, that's usually the case. What are they called? I'd rather call them with your blessing than behind their back, I already work with a few IT partners.”
The managed service provider signed the contract and earns from the relationship. Going around them loses the account, and there is no way of winning it back through the support desk later.
“We had a migration that went badly”
“I believe you, it happens, and it's the reason nobody wants to move again. What actually cost you: the porting, numbers you lost, or the day with no phones?”
Get the failure described before you talk about method. A cut over plan offered before you have heard what went wrong reassures nobody, because it does not answer what happened.
“You're the fourth this week”
“I'm not surprised, and I'm not going to do what they did. I'm asking you for one date, the end of your contract, and then I'm off the phone. If it's two years away you won't hear from me until then.”
Closing
“So that's [month] with [length] notice. I'll call you in [month minus one] so we can look at the numbers then. I'll text you my name and my number now, so you know who's ringing.”
The text turns an anonymous call into a named contact, and that is what gets you answered months later.
At Skipcall, every call is recorded, transcribed and summarised, so the script gets corrected against what your reps actually say rather than what we imagine they say.
Avoid this
Three mistakes this industry makes on the phone
The mistake
Opening on price per user or on a promise of savings
Do this instead
The business does not know its own cost per line and has no way of checking your figure during the call, so the promise lands flat. Open on a renewal date, a dated technical deadline or an outage they lived through, three things the other person does know.
The mistake
Going around the IT provider who looks after the account's telephony
Do this instead
An account won against the incumbent IT partner is lost at the first technical problem, because they are the ones who stay on site. Call them, introduce yourself as a possible supplier and build the proposal together: the deal moves more slowly but it holds.
The mistake
Hanging up on “we're still in contract” without asking for the notice period
Do this instead
The end date on its own leads to a callback that arrives too late, once the agreement has already rolled on. Note the end date and the notice, then set the callback before the notice window opens, not before the contract ends.
Frequently asked questions, Telecoms & Operators
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