Cold Call Objections Flashcards
[Before Pitch] “We’re too busy”
“I’m more than happy to connect with you later next week, but I will say, in my experience, most practices that are similar to yours are open to scheduling just a short 10-15 minute call where I go over our solution at a high level. We can go over (value hook). If at that point you decide you want to learn more, we can discuss next steps, but if ultimately we realize it isn’t a good fit, we can go our separate ways from there. If I were to call back around the same time tomorrow, would you be open to a quick chat about our product?”
[After Pitch] “We’re too busy”
“I’m more than happy to connect with you later next week, but I will say, most practices I’ve spoken to have preferred the quick overview. Just so we can decide right then and there if this is something that would work for them. Otherwise, we get stuck in this game of phone tag. Is there a time tomorrow we could have a quick chat about our product?”
“We aren’t interested”
“Out of curiosity, is it because a flaw in our product, or are you just too busy at the moment?”
“Send me an email”
“Absolutely. I’ll send you some one-pagers to go through. When would be a good time for a quick 10 – 15 minute chat so we can review that information together? Perhaps around this time, tomorrow?”
“We use a competitor”
“How open are you to the possibility that there may be a solution that fits your practices better?”
“We’re switching PM/EMR”
“What has you looking into moving systems?”
“When are you looking to have that decision finalized and make the switch?”
“Looked into this before”
“Was the reason things didn’t pan out because of a flaw in our product or was it mostly poor timing?”
“Heard of/had a poor experience”
“I’m sorry to hear that. Was there anything specific with Phreesia that caused the poor experience?”
“I understand you had a poor experience and am sorry to hear that, but within the past several years Phreesia has made night and day changes to our ___________, and I think it would be worth 5 minutes of your time to walk you through what’s new.”
“Older patients”
“That’s a genuine concern, and I understand how you feel. Many other practices I’ve spoken with have felt the same way when hearing about Phreesia, but what they actually found was because the Phreesia workflows are so intuitive and easy to use, many older patients actually preferred the mobile intake process.”
“Don’t want to lose the personal touch of staff to patients”
“Completely understand how you feel. Many other practices that I’ve spoken to in your space initially had the same fears, but what they found is that because Phreesia is able to automate the tedious tasks such as data entry, their staff actually had more time to spend with and assist patients.”
Price
“Completely understand how you feel. I mean, it doesn’t matter how great a product is if it’s just going to eat away at your bottom line. Many other practices that I’ve spoken to in your space initially had the same fears, however, I will say that many other peers of yours have partnered with Phreesia and are seeing an increased collections rate of 30-40% which ultimately made the investment well worth the price. On top of that, I would note that my sales rep can work with you to tailor the solution to your needs so we can ensure you feel comfortable both on product and Price.”
“We Don’t Take Sales Calls”
“I don’t want to waste your time. I’ve done my homework on your practice and seeing you already use Allscripts I truly believe your team would see an immediate benefit from our product. To be honest, many practices I’ve worked with have initially felt the same way. But what they’ve actually found is by taking just taking couple of minutes to learn about some of our mobile integrations with Allscripts, they’ve seen it may be extremely beneficial to their practice to get a few more details. All we need is 10-15 minutes and if at that point we realize it really isn’t a great move for you, fine. We’ll go our separate ways. But at least we can say it was an informed decision… Is there anywhere on your schedule that would work for a quick chat?”
“Hail Mary”
“Let me be straightforward. I imagine you have plenty enough on your plate, and the last thing you have time for is to entertain a cold call about another product for your practice. To be honest, many practices I’ve worked with have initially felt the same way. But what they’ve actually found is by taking just taking couple of minutes to learn about some of our mobile integrations with ________, they’ve seen it may be extremely beneficial to their practice to get a few more details. All we need is 10-15 minutes and if at that point we realize it really isn’t a great move for you, fine. We’ll go our separate ways. But at least we can say it was an informed decision… Is there anywhere on your schedule that would work for a quick chat?”
