Objection Handling Flashcards
IT Objection
“I dont have time”
I certainly understands that you’re very busy. As you can imagine, most executives I speak with are busy - but they have found that it’s much faster and cheaper to handle accessiblity proactively instead of reactively - considering how a lawsuit or
IT Objection
“I’m not the right person”
That’s interesting - most companies we work with have the CIO heavily involved with the accessibility iniatives given that the heavy portion of compliance falls on IT
That being said, I’d love to share how other CIO have leveraged our services to avoid costly retrofitting for accessibility later on.
IT Objection
“talk to my direct report”
I’d be happy to loop ____ into the conversation - but given that accessibility touches numberous departments and stakeholders, other executives have found that managing accessibility discussion isn’t something they can delegate because they are the only ones who can effectively manage the stakeholders and discussions across departments.
That being said I do understand this would most likely be delegated to your associate but it would be beneficial for you, as a decision maker, to be in on the first meeting.
With that in mind when would be a good time on your calendar to connect?
IT Objections
“we don’t want to derail our schedule or roadmap”
I understand the schedule with your roadmap is very important but what other executives have found is that taking a proactive approach to accessibility has protected their roadmap from an unforseen lawsuit that might stop everything in its track and cause costly remediation.
with that in mind, could find 15-20 mins to talk about how other CIO across the space have tackled accessibility to ensure there is no disruption to their roadmap
General Objection
They use tier 3 Solution (plug-in)
Most plug-ins/widgets provide a temporary fix that are often broken when sites/apps are updated or content changes.
Whereas we use a combination of software and accessiblity experts that solve the root causes of accessiblity issues like inaccessible code or business practices, to ensure sustainable results and better ROI.
Could we find a few mins to discuss why plug-ins aren’t enough and how you can fix any underlying accessiblity issues?
General Objection
70% isn’t good enough
A lot of people think low cost software providers who get you 70% of the way there are good enough.
Many people don’t understand that accessiblity isnt just a WCAG compliance score. WCAG compliance is just a third of the problem.
The second part of the problem is usability. Can people actually use your website. The last part, can you make your websites compliant and accessible without ruining it?
That being said, I’d love to find a few mins to talk through how Level Access supports WCAG compliance, user experience, and design aspects?
Objection: CIO
“We dont have the time or budget?”
I certainly understand you are busy and have no intentions of purchasing any solutions at the moment but I think at the minimum you could get some good information about accessibility in the utility space and learn how your peers in the industry are approaching this issue.
That way when the time is right, you could keep up top of mind and know how differ from other vendors in the market.
