Here are some sample Objection and Responses
Objection
Response
We have no money, times are tough.
One of our clients felt the same way. However, after they implemented our solution they were able to save $X within a ___ month period. What I’d like to do is to review, in-depth your solution and provide you with a proposal that will outline, approximately, the savings you will realize from using our solution. In most cases, the ROI for our solution, realized in X _Weeks/Months, is a very compelling reason to work with our company.
Things are Ok; if it’s not broken why bother to fix it. Right?
I understand how you feel, many of our clients felt that way, however, when they saw the savings, they realized that replacing their current solution with our solution increased productivity by X and decreased costs by Y.
We are too busy and this is not a priority.
Can you tell me a bit about your priorities and key initiatives? All of our clients had other top priorities, when we contacted them. However, we were able to show how they could increase productivity, reduce costs, etc. Once they saw how we could help them, implementing our solution became a top priority.
We are planning to build our own.
Our client, XYZ, had the same plan. However, when they went over budget by $X dollars with no project completion date in sight, they decided to contact us. The thing is that this is all that we do. We have implemented this solution at X companies. We have the expertise and resources to help you meet your objectives faster, cheaper and with the support you need, during the implementation phase. I’d like the opportunity to show you an implementation plan, your total investment, and the ROI you will realize.
We are pretty close to implementing your competitor.
A good company. May I ask you why you are considering them? One of the reasons our company has been so successful is because we provide a complete solution. We offer more functionality than our competitors. I’d like the opportunity to show you our capabilities and the ROI that you’ll realize from our solution. If after our meeting you decide to continue on your current path, no harm or foul. We can part as friends. We have been in this situation, before and in 9 out of 10 instances, the prospect has selected our solution.
Check in with me in about 4-6 months.
What will be different in 4-6 months? Most of our clients wanted to realize increased productivity, increased savings, etc., sooner than later. I’d like the opportunity to meet with you to show you the ROI you will realize within X-weeks/months, after implementing our solution.