General Sales Flashcards
It’s too expensive
Talk about product value, outcomes-based pricing, ROI, cost of inaction
There’s no money
Talk about product value, outcomes-based pricing, ROI, cost of inaction
We need to use that budget somewhere else
Talk about product value, outcomes-based pricing, ROI, cost of inaction
I don’t want to get stuck in a contract
Outcomes-based pricing
We’re already working with _______
Why did you choose this service? What’s working well? What’s not?
I’m locked into a contract with _____
How is the relationship going?
I’m happy with _____
Find out why they believe their relationship with your competitor is beneficial, and identify weak spots where your product could do better.
I’m not authorized to sign off on this purchase
Ask your prospect who for the name of the right person to speak to, and then redirect your call to them.
I can’t sell this internally
Ask your prospect what objections they anticipate, and help them prepare the business case for adopting your product. Check with Marketing to see if there’s any collateral you can leverage on your prospect’s behalf.
[Economic buyer] isn’t convinced
Stop pursuing, respectfully
We’re being downsized/bought out
Stop pursuing, respectfully
There’s too much going on right now
Ask your prospect to define their competing priorities for you. If they can’t, it’s likely a brush-off and you should press them on precisely why they don’t want to engage with you.
If they can provide concrete answers, don’t sweat it. Set a meeting time for a follow up and send over helpful resources in the meantime to stay on your prospect’s radar.
I’m part of a buying group
Are there limits on who they can buy from? What price are they currently getting? Which companies belong to their buying coalition?
I’ve never heard of your company
Don’t give an elevator pitch, but provide a very quick summary of your value proposition.
We’re doing great in diabetes prevention/management
What are your goals? How much progress has been made?
