Objection Handling

Question 1

We already have a CRM

Answer 1

“Perfect, we enhance your CRM. We integrate your ERP data and turn that into plain english talking point inside your CRM which gives a reason for your reps to login and turns your CRM into a revenue generating tool”

Question 2

We have a tool that already does this

Answer 2

I understand, out of curiosity what tool is that? (based on that reply use technology understanding to position us where we fit in)

Question 3

I’m not the right person you need to go to IT

Answer 3

“I’m happy to go to IT, however I typically I get in front of a sales leader like yourself because this technology is designed for revenue uplift and is a very light technical project. Typically when someone like yourself see’s value we get IT involved after.”

Question 4

We don’t have budget for this

Answer 4

“sales-i is such a unique solution that it is rarely budgeted for, we are designed for quick revenue uplift and priced so you make a profit before budget cycles end”

Question 5

I don’t know if my guys will use it

Answer 5

” We only work in distribution and manufacturing, quite frankly we’re not always dealing with the most tech savvy individuals. Everything we do is designed with simplicity in mind, your team is probably already trying to do this, just in much more difficult ways “

Question 6

We’re evaluating ERP solutions/ upgrading ERP

Answer 6

“What is your projected time to go live with that?”

If over 6 months push for a demo and we can sell and get implemented before live.

if less than 6 months ask when you can follow up.

Question 7

We’re on salesforce

Answer 7

salesforce is a great tool, but typically it really struggles to provide users quick actionable information to help them sell more effectively we sit directly inside of salesforce to enhance what you are already doing

Question 8

We’re trying to get through COVID

Answer 8

“Look, you likely don’t have a ton of new customers to sell into. So the game is all about selling more and more profitably to your existing ones…that is what we help. I’m just looking for 15 minutes on your calendar to show you how.”

Question 9

I don’t have time

Answer 9

“I apologize, I must not have done a good job at explaining to you the value that we will bring on a 15 minute executive briefing if there is an immediate impact or not “