Objections and Closing Roleplay

Question 1

Can I get a reference?

Answer 1

Happy to arrange a customer reference. Let’s say we did it, and you were satisfied. What other steps would we need to take before we move forward with this partnership together after that?

(is there anything else?)

Question 2

What to do when you get a firm buying signal, like a request for a formal proposal (Answer from both SaaS and kinetic perspective)

Answer 2

Confirm vendor of choice - then confirm next steps

Question 3

Recite “What still needs to happen before we move forward together?” (then follow up with “What comes after that?”)

Answer 3

-

Question 4

We have decided you’re vendor of choice but we need a 20% discount.

Answer 4

We’re happy to negotiate a win win in the spirit of partnership. But let’s say we landed on a price both parties agreed on - what would still need to happen before moving forward?

Question 5

Can I get a contract?

Answer 5

Happy to get that over to you. Wanted to ask, what series of steps need to happen on your end for it to get signed?

Question 6

Realized I forgot a closing detail and have to call the prospect. How to open

Answer 6

Hey do you have 5 minutes? I realized I forgot to ask you a question that would help me stay fiercely aligned as we moved forward with the process together…you asked for a contract the other day. What series of steps do we need to take from here before that gets signed?

Question 7

Recite:

Question 8

Recite:
“Can I ask you a question that you can stiff arm me on?” What conditions would have to be true for us to move forward by [date]?”

Question 9

Recite: “Sounds like we’re poised to move forward by [deadline]. What would derail that from happening?”

Question 10

Recite: ”I have an idea for what to do next, but you know your organization better than me. So before I come in hot with my own opinion, what do you think we should do from here?”

Question 11

Recite: If it makes sense to you, let’s schedule a 15 minute backstop recurring every 2-3 weeks until the partnership starts. We can use the time to untangle any obstacles or take the next steps in rollout planning.

Question 12

Recite: Can you help me understand what’s causing this to be a concern?

Question 13

Recite: ““While we’re talking about it,
what other reservations do
you have?”

Question 14

Recite “What part of your concern do you
still feel is left unaddressed?”

Question 15

Recite: “Would it be ‘off-base’ for me to
share my take on this?”

Question 16

Recite “If we somehow figure out how to
overcome this concern completely,
what else would still have to
overcome?”

Question 17

Recite “It feels like there’s still something on your mind.”

Question 18

Objection: “This seems like a nice to have.”

Question 19

Objection: I don’t want to start until next month. We’re busy wrapping up end of quarter.