I Don't Need It

Question 1

What they Mean

Answer 1

You haven’t shown me the value, how it will help you

Question 2

Challenge (Soft)

Answer 2

Why don’t you think you need it?

Question 3

Challenge (Hard)

Answer 3

Could I be able to show you how much you could be saving with a service like ours?

Question 4

Reframe

Answer 4

Uncover the real objection?
o Find the solution
o “You don’t think you need it but our other customers find it very useful because of ‘x’
o Feel, Felt Found