Frequently aAsked Questions (FAQ)

“IT’S TOO EXPENSIVE.”

Price is the most common type of objection. Try not to focus entirely on price as a selling point - emphasize your product's value.

“WE’RE WORKING WITH SOMEONE ELSE.”

So, they’ve already recognized a need and identified a solution - you just have to convince them they would be better off with your product or service. Talk about your product - just because a prospect is working with a competitor doesn’t mean they’re happy with them. Probe into the relationship: why did they choose that service? What’s working well? What’s not? Pay special attention to any dissatisfaction that could be solved with your product.

“I’M LOCKED INTO A CONTRACT.”

Is your prospect feeling trapped? Can you come up with a creative discount that will offset the cost of breaking a contract early? Be upfront with them - ask how the relationship is going to determine whether they’re actually happy or might be looking to switch.

Opting out at a later date

Once you have given your consent you can still control whether or not you continue to receive communications or see such advertisements from such third parties. Please contact us to update your preferences at:

“I’VE NEVER HEARD OF YOUR COMPANY.”

Treat this objection as a request for information. Provide a very quick summary of what you offer - and how you can help.

“HOW DID YOU GET MY DETAILS?”

Don’t get defensive - simply remind the prospect that they filled out a form on your site, or signed up for more information at a trade show (they've obviously forgotten) or that you simply came across their website and wanted to make contact to see if you could help.

Opting out at a later date

Once you have given your consent you can still control whether or not you continue to receive communications or see such advertisements from such third parties. Please contact us to update your preferences at:

“I DON'T HAVE THE AUTHORITY.”

Ask your prospect for the name of the right person to speak to, and then redirect your call to them.

“I CAN'T TALK NOW.”

Everyone's busy these days. Simply explain that you’re not looking to have a long conversation, just a quick chat about whether or not your product would be a good fit for their organization.

“I’M NOT INTERESTED.”

Well, how do they know if they don't have any facts? Offer to send over some literature and schedule a follow-up call if you can.

“JUST SEND ME SOME INFORMATION.”

Say, “I’d be happy to send you some literature, but I want to make sure that it's relevant to you. What are you most interested in hearing about?”

“IT'S CHEAPER ELSEWHERE.”

Is this a fact or is your prospect looking for you to offer a discount? If it's the former, emphasize the points of differentiation, play up the value of your product, its worth, not cost. If the latter, offer a discount but emphasize the features that make your product superior. Say goodbye if they ask you to go lower.

"WE DON'T HAVE A NEED RIGHT NOW".”

In your conversation, listen closely for the real reasons the need has low priority. Your prospect may appreciate they have a problem and is trying to rationalize their inaction. Capitalize on this and instill some sense of urgency.

“I DON’T SEE THE POTENTIAL FOR ROI.”

This is a sign that you’ll have to prepare a formal pitch. It will be necessary to build a business case for this one and to arrange a future meeting with your prospect and their managers. The evidence of hard numbers will sell. Pull out testimonials/case studies to prove the ROI of your product.