6 objection handling
DESCRIPTION
Objection handlingTRANSCRIPT
![Page 1: 6 objection handling](https://reader036.vdocuments.mx/reader036/viewer/2022081418/558404b9d8b42aa82c8b5361/html5/thumbnails/1.jpg)
6. Handling Objections
![Page 2: 6 objection handling](https://reader036.vdocuments.mx/reader036/viewer/2022081418/558404b9d8b42aa82c8b5361/html5/thumbnails/2.jpg)
Help address customer’s issues to moving forward with your solution
![Page 3: 6 objection handling](https://reader036.vdocuments.mx/reader036/viewer/2022081418/558404b9d8b42aa82c8b5361/html5/thumbnails/3.jpg)
![Page 4: 6 objection handling](https://reader036.vdocuments.mx/reader036/viewer/2022081418/558404b9d8b42aa82c8b5361/html5/thumbnails/4.jpg)
1. We don’t have this problem2. Will you be around next year?
3. Will it work in our environment?4. It seems very expensive5. Your company is too small
![Page 5: 6 objection handling](https://reader036.vdocuments.mx/reader036/viewer/2022081418/558404b9d8b42aa82c8b5361/html5/thumbnails/5.jpg)
![Page 6: 6 objection handling](https://reader036.vdocuments.mx/reader036/viewer/2022081418/558404b9d8b42aa82c8b5361/html5/thumbnails/6.jpg)
Qualify this customer out OR
Rework your pitch
Share the difference between what they have and what you provide
![Page 7: 6 objection handling](https://reader036.vdocuments.mx/reader036/viewer/2022081418/558404b9d8b42aa82c8b5361/html5/thumbnails/7.jpg)
![Page 8: 6 objection handling](https://reader036.vdocuments.mx/reader036/viewer/2022081418/558404b9d8b42aa82c8b5361/html5/thumbnails/8.jpg)
Partner with a large provider
OROutline escrow alternatives
Ensure the customer feels confident they will be okay, even
if you fail
![Page 9: 6 objection handling](https://reader036.vdocuments.mx/reader036/viewer/2022081418/558404b9d8b42aa82c8b5361/html5/thumbnails/9.jpg)
![Page 10: 6 objection handling](https://reader036.vdocuments.mx/reader036/viewer/2022081418/558404b9d8b42aa82c8b5361/html5/thumbnails/10.jpg)
Offer a sand box proof of concept
ORReproduce their
environment in a test
![Page 11: 6 objection handling](https://reader036.vdocuments.mx/reader036/viewer/2022081418/558404b9d8b42aa82c8b5361/html5/thumbnails/11.jpg)
![Page 12: 6 objection handling](https://reader036.vdocuments.mx/reader036/viewer/2022081418/558404b9d8b42aa82c8b5361/html5/thumbnails/12.jpg)
Offer a ROI calculationOR
Change pricing model to reflect payments on value
Don’t change your price, but change the way they pay you on
results
![Page 13: 6 objection handling](https://reader036.vdocuments.mx/reader036/viewer/2022081418/558404b9d8b42aa82c8b5361/html5/thumbnails/13.jpg)
![Page 14: 6 objection handling](https://reader036.vdocuments.mx/reader036/viewer/2022081418/558404b9d8b42aa82c8b5361/html5/thumbnails/14.jpg)
Offer to work with a resellerOR
Offer to implement project in a phased manner
Remove their risk of you not being able to scale to their needs
![Page 15: 6 objection handling](https://reader036.vdocuments.mx/reader036/viewer/2022081418/558404b9d8b42aa82c8b5361/html5/thumbnails/15.jpg)
6. Handling Objections