6 objection handling
Post on 19-Jun-2015
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6. Handling Objections
Help address customer’s issues to moving forward with your solution
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
Qualify this customer out OR
Rework your pitch
Share the difference between what they have and what you provide
Partner with a large provider
OROutline escrow alternatives
Ensure the customer feels confident they will be okay, even
if you fail
Offer a sand box proof of concept
ORReproduce their
environment in a test
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
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
6. Handling Objections
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