Sample Objection Bey 3 We do not sign 3 year contracts. Prospect: We dont sign agreements, Can we sign on month to month or maybe only for 1 year? ‘Salesman: | completely understand. Many of our current clients had that same challenge before coming on board with us. Their main fear was in case we drt perform to their satisfaction, they didrit want tobe stuck with an IT company forthe next 36 months that couldnt perform up to the guarantee that they made when the agreement was frst signed. Ist safe to say that this is your biggest concer, also? Prospect: Yes, that’s exactly right. 36 months isa long time to be unhappy! Salesman: Yes, | understand. To addiess that, we have a performance clause within our agreements that simply states that if we fal to perform up tothe level that we have previously guaranteed, then give us a written letter that states the issue and allow us 20 days to perform or fix the problem. If we cant, then we wil let you out of the ‘agreement oR Prospect: No, that’s notit at al. We ust have a policy of no 3 year commitments due to budgeting! Salesman: Oh, | see. Well, then the bast option for us to move forward would be for you to make the project investment yourself, then we can brirg you on with a yearly agreement that wil automatically renew annually unless you cancel,Sample Objection Scripts Objection #2 We are not spending that much money now every month. Prospect: We ae nt spending that much now! ‘Salesman: (With a surprised voice) You're not? Well, if you had to put a number to your IT expenses, how much would you say that you are spending every month? Prospect: would have to say no more than $600 per month? ‘Salesman: Wow, (again act surprised) that is abig difference, Heck, that’ almost 75% less! Would you say that ‘amount includes any parts that youmay be buying, as well? Prospect: Maybe an additional $109, but not much more ‘Salesman: (Write that amount on the board and then multiply it by 12. Reiterate how much less thats then what you are proposing, then say. Well let me show you how much you are really spending by not having our solution." (Click onthe excessive spending slide, go through the details.) Close by saying, "So as you can see, financially our solution makes sense. Are you ready to move forward, or can | answer any other questions?” Notes: 68 CharTec’Sample Objection Scripts (olorcrtrolge iJ ry ry if YY Oo I would like to think about it. Prospect: Thank you very much, but! do believe that we would lke to think about this and get back to you. ‘Salesman: Sure, | understand, You guys will need some time to discuss what | went over today. Just to be clear on 28 few things: are we okay with the support we are presenting? Are there any other questions concerning any pieces (ofthe pie? Okay, how about the soluton that [NAME OF ENGINEER] engineered for you guys? Prospect: This all looks good, we just need to think about the money part ofthis. ‘Salesman: | understand fully, and having me here harly gives you guys time to have a candid conversation. So, ‘might a suggest this? I can step out of the room for 20 minutes to allow you guys to discuss..( wait § seconds ) or shall we set up a time early next week to finish this? Prospect: How about we set up a time for early next week? ‘Salesman: Ok. Sounds great. | will send all of you an invite. How does next Tuesday sound? th the Columbo close! At this point, you can keep your next appointment or play ‘The Columbo close can be used wit a call to action or used to present the excessive spending slide if ithasit come up yet. Example#': [Pad close after the excessive spending slide has been presented, Example #2: Without Pads and to only be used if they have yet to see the excessive spending slide. ‘Salesman: Just one more thing guys. (Do the math on the board 2500/172 = $14.54) Now, as you can see our houty rate to have our team to come onboard is just afew dollars more than minimum wage! But something you didnt realize was the amount of excessive spending happening within your company by not having our solution. (Go through the detals of the excescive spending slide). Close with this statement: “If we do not change the ‘state ofthe network, its very clear that this and possibly even more excessive spending will continue to happen year after year, oes t make sense for me to step OUT for 20 minutes 1o let you discuss or shall we Keep out appointment for next week?”TU Objection Scripts iol We want to own the equipment. Prospect: Do you guys own the equipment or do we? ‘Salesman: We own the equipment. Prospect: | think that we would liketo see the option where we own the equipment. ‘Salesman: Ok | understand. f you wish to make the necessary investment of $XXXXX then that would lower your hourly rate to us by $2.00 per Four which drops your manthly amount to $1800.00 per month. Now, there ‘are definitly some advantages by having us own the equipment. Fist of, this entre agreement can be writen off as an operating expense versusa capital expense. Second, every three years, our company will fresh the {equipment with whatever is new onthe market to ensure that we never find ourselves with a network in this bad shape again. And third all Microsof licensing will be upgraded at no extra charge as new versions come out. So, 2s you can see, the benefits far outweigh the extra $2.00 an hour you would save, Notes: 70 GhatecAppendixPN Tee mail Strat Partial information "Good afternoon John. This is __with [YOUR COMPANY]. n reviewing the proposal forthe phone change over {technology refresh/services upgrade. two detals jumped out at me related to your desired installation plan Do yeu hhave a couple of minutes to get on ‘he phone so I can explain? Give me call at 661-555-5400." “Hi Helen, this is with [YOUR COMPANY]. As 1 was finishing up my actions from our Thursday afternoon nen ae Wp Pee prec inte sees ure ascNotes 78 CBartectNotes Tec" %CBartect 81Notes 82 CBartect83 Tec’ gcNotesValue Ty value Re & CharTec’ 359309999999999 COCCOOCOCCOCCOCOOGONNN0NND coccccco