Some Common Objections

Happy with Using the same company for many years

existing vendor
No reason to change
Happy with Vendor

No time
Not Interested No money
Same offer

Don't see any value

Send Details Wants to get the call over with

Not the Decision They don't make decisions

Maker
They don't know who does
It's an easy out

Price Rebuttals
 I completely understand, and let’s face it – we all have to work within a budget. But there
is always a difference between a purchase and an investment. With a purchase, the value
usually goes down, so regardless of what you spend – whether you can afford it or not –
it’s never going to appreciate or justify its value.

But with an investment – like this is – what you spend always justifies itself and ends up
either saving you money in the long run or paying for itself month after month. And it
always makes sense to invest in yourself, don’t you agree?”

 I definitely hear what you’re saying, but let’s take the price out of this for a moment and
let me ask you: besides price, what other reasons do you have for not moving forward
with this today?

 “You’re right, and I know we’re not the cheapest out there – and it’s important that you
heard that right – we’re not the “cheapest” service on the market. And there’s a very
important reason for that: The quality that you get with us goes far beyond the few extra
 dollars you’ll invest today, and let me tell you the top three reasons why….” (PROVIDE
REASONS)
 _________, if you really think about this from a business perspective, you’ll soon see that
this is actually something that you can’t afford NOT to do, and let me tell you why: If
you don’t put this (product or service) to work for you, while you may save a bit of
money today, you’ll be losing money tomorrow in terms of (lost revenues, cost overruns,
lost sales and opportunities, etc.). As a business, you just can’t afford to keep doing that.
 Is it a cash flow issue, or a budget issue? - This question gets to the heart of whether
they are asking for a discount (budget) or payment terms (cash flow). Once the rep
categorizes the objection, they can negotiate more effectively. 

Send me Info Rebuttals

 Hi _______,

Thank you for your quick reply. Many of our current clients were previously using
_______ as you are now. Would it be beneficial if we were able to improve your…. (give
value proposition) and come in at a more aggressive price point?
If so, I’d love to send over a price quote for you to review. If the numbers look good,
perhaps you would be interested (make offer e.g. “to try our services for a month at a
discount”) to compare results to______. We base price on _____________. If you could
let me know how much traffic increase you’re looking get, I’ll be able to send over a
tailored price list for you to review. I look forward to hearing back from you.
 I’d be happy to email you our information.  (Prospect’s name) I have a 64 page PDF file
that I can email you, but do you mind if I ask you just a couple of quick questions so I
can only send you that part that you’d be most interested in?

 I’d be happy to email you our information.  (Prospect’s name) I have a variety of
brochures/price lists/product catalogues/programs I can email you, but do you mind if I
ask you just a couple of quick questions so I can only send you that part/the specific
information/the right price list that you’d be most interested in?”

 I’ll be happy to do that __________, but until we know if this is truly a fit for you, we’d
be wasting your time.  If you’re serious about learning how this can actually help you,
then I’d be glad to talk with you.  After that, if you’re really interested, I’d be glad to get
something out to you – is that fair? In your own business, is your product/service always
the least expensive option available?
  ___________, my experience is that information like this, even when it’s this good,
usually just gets buried under a stack of paper and that doesn’t do either one of us any
good.  Now that we’re on the phone together, I can answer any of your immediate
questions and then you’ll be in a better position to decide whether or not it makes sense
to send you information.  Let me ask you about your needs for this type of (your service
or product).”

Happy with Vendor

 What would happen if your current provider, all of a sudden, could not fulfill your
requirements? (Depending on their answer, tailor fit the next questions)
 How long have you been using your existing provider?" (Wait for answer and repeat
what they say)
 That's great that you are happy with your provider. When you changed to your current
vendor, you must have changed for a specific reason. Do you remember what that was?
When you next get around to contemplating a change, what would you want your next
partner to do?" (It may give you a chance to offer what they want.)
 Mr. Customer I am happy you are happy with your current vendor. It speaks of loyalty. I
am not calling on you to ask you to drop your current vendor, I know how scary that
can be.  I simply want to earn a trial shot at a part of your business. I am the sole
provider for marketing for many small to medium organizations.  And, every now and
then, they test another vendor, as they should, to see if there is something better out
there. From my experience, helping new sales reps get over call reluctance is a
challenge for most organizations.  How much of a problem is that for you?”