Objection Handling

Question 1

I am really busy - can you call me back another time?

Answer 1

No problem - I want to respect your time.

To understand if this is something I should even call you back form what are you currently doing to measure the business impact of your - training programs?

OR

No worries, completely understand it’s a crazy month. Would it make sense for me to send over an invite for (some very specific time the following week) to avoid the back and forth and save you some time?

Question 2

We are not / I am not interested

Answer 2

Completely understand where you are coming from - I know I called you completely out of the blue.

At this point, I am not sure if we are a good fit for you. To understand a bit better …. (ask leading question about learning impact)

Question 3

Our system already does that / we do this in-house

Answer 3

First of all, thank you for sharing that with me.

Glad to hear you have something in place. When you say your system already does this, could you walk me through what exactly your system does?

Question 4

Send me some information and I will look it over

Answer 4

I am happy to send over some info- given that we have quite a bit of content could you help me understand what learning / training priorities are key right now so I can send something truly relevant?

Once you have info:

Awesome, I will send that right over. Would it make sense to set up some time to review and get your thoughts at (specific time)?

Question 5

I am not the right person

Answer 5

Completely understand what you are saying here - the reason I am specifically reaching out to you is because:

you are dealing with the day to day / down in the weeds / the knitty gritty of — and you understand what the joys and struggles are for – in the day to day

Question 6

No budget / How much does this cost?

Answer 6

Great question. We are a pretty comprehensive / a la carte platform and the cost truly depends on the needs and use case for each specific customer and goal set.

If you would like to take the conversation further, so we can understand your goals and priorities and give you a more tangible number happy to set up a conversation for (specific time and date)

OR

to understand if it makes sense to take the conversation further - what are you currently doing to (measure training impact / transform your learnings into long-term behavior change?)

Question 7

Is this a sales call?

Answer 7

No this is not a sales call - I am still not sure if we would be a good fir for you - the purpose of my call today is to understand whether we might be. To see if it makes sense to continue to conversation: ask question

Question 8

We already have an internal training program

Answer 8

Thank you for letting me know; appreciate the transparency

I would be a bit concerned if there was no internal training program.

We are not a training program but an impact platform using 3d simulations and data-driven insights to create a single source of truth for all of your learning / training / business outcomes needs

Question 9

We use (competitor or perceived competitor)

Answer 9

Thanks for letting me know. Glad to hear you have something implemented

What you brought on (competitor) what did you bring them on to solve for?