Objections/Questions Flashcards
It’s too expensive
«_space;Option 1»_space;
If you had to make a decision on whether or not to move forward, would it be a question of the value or would it be a question of the price?
> Value: (Recap their desired result). If this can get you (the result/benefit they want) and (eliminate their pain points), would you be comfortable investing $X a month to get that kind of return/outcome?
> Price: If this can get you (the result/benefit they want) and (eliminate their pain points), would you be comfortable investing $X a month to get that kind of return/outcome?
So what should we do? So where should we go from here? So what would you like to do?
«_space;Option 2»_space;
Well let’s look at it this way: You told me the LTV for a patient is $X. if we bring you just one new patient every month, doesn’t this pay for itself while also building massive awareness for your practice at the same time? And if we bring you two new patients isn’t it more than worth the investment?
So what should we do? So where should we go from here? So what would you like to do?
«_space;Option 3 - Compare service + fee to other things they pay for»_space;
Q: When’s the last time you spent $X? Or close to that?
Ex. How much was your last vacation?
How many new patients did that get you?
How much revenue did that generate for you?
Ex. How much do you pay your front office per month? What about benefits?
Well in comparison, our monthly fee is only $X and you don’t have to pay us benefits and we bring you more patients and help you generate more revenue. Does that sound like a fair price to you?
I can’t afford it / I don’t have the budget.
«_space;Option 1»_space;
If you could afford it/if you had the budget, is this something you would do/want?
(yes)
Well, if we could help you get (the result/benefit they want) and (eliminate their pain points), is there any way for you to save money, or move around your current spending, to make room for this kind of investment?
«_space;Last resort»_space;
Let’s say I could help you out with the price. That wouldn’t make a difference, would it? / Would that make a difference?
So let’s say (I lower my fee). Are you ready to move forward today?
I can get this a lot cheaper elsewhere
You’re right, you probably can. But like all things in life, you get what you pay for.
So if you pay a cheap price then you’re gonna get cheap results, which is actually gonna be more expensive for you in the long run because you probably won’t get the best results.
So let me ask you this, do you want a cheap price or do you want results?
Why should we pay you so much? There are other companies that charge less.
Well NAME, let me ask you this. Why do you think people pay us that much?
(Because you get them results?)
Right. So if we could help you get (the result/benefit they want) and (eliminate their pain points), do you think $X a month is a reasonable investment?
«_space;If they’re being cunts, don’t put up with it»_space;
You’re right. So why are we talking today? Should we get off the phone?
Do you have a discount / Can you do it cheaper?
I can give you a discount/do it cheaper if you don’t mind getting fewer results. Are you ok with that?
(What do you mean?)
Well if you want it cheaper then we can’t get you the best results, is that what you want? (no)
(What do fewer results look like?)
I can’t quantify it but it definitely won’t be the best results we can deliver. Are you ok with that? (no)
So you do want a cheap price or do you want results?
(I want results)
So where should we go from here NAME? So what would you like to do?
(I want a cheap price)
Last resort: Ok, well let’s say I give you a cheaper price/discount, are we going to move forward today?
(Yes) Ok, well here’s what I can do…Go to $500 discount for testimonial + referral scenario
What’s the ROI? What results can I expect?
What do you want it to be?/Exactly what kind of results do you want? What else?
(Their answer)
And if we can make that happen are you comfortable with the price? And you’re ready to move forward today?
(If yes)
That’s definitely possible NAME. So are you up for doing this?
(If no)
*Handle objection
What if it doesn’t work / I don’t get results.
I understand your concern NAME, so to make it risk-free for you, if we don’t get you at least 20 new patient opportunities within 30 days of launching your first campaign we have a money-back guarantee. Does that make you more comfortable NAME?
How long before we see/get results?
You should start getting results/new leads within 30 days of launching your first campaign but typically it takes about 3-4 months to optimize everything and get the best results.
We also have to consider that each patient has a different buyer’s journey, meaning some people will convert sooner and some people need to be nurtured for longer periods of time.
Are you comfortable making that kind of commitment NAME?
Can you prove that it will work for me?
I don’t know NAME.
(What do you mean you don’t know?)
Well, can you prove that you and your team will do everything we need you to do? I can’t prove it will work because it’s not entirely up to me.
Do you have a guarantee?
What kind of guarantee are you looking for?
[Paraphrase answer back as you write it down]
You want XYZ. Ok, let me write that down. Anything else?
Let’s pretend I could guarantee XYZ. What would happen next?
(If they would move forward)
And you’re comfortable with the $X investment/etc.? (yes)
Ok, well you and I both know there are no guarantees in life, right NAME?
The only thing I can truly guarantee is if you continue doing what you’re doing now, nothing is going to change.
But I can also guarantee that we will do everything we can to get you the best results possible. And it’s very possible we can help you get XYZ.
Is that something you would be comfortable with?
Why should we choose to work with you?
«_space;Option 1»_space;
That’s a good question, NAME. I don’t know. Maybe you shouldn’t.
(what do you mean?)
*Redirect to something that could disqualify them (put the pressure back on them)
Ex. It seems to me that you have a limited amount of budget and I charge a lot of money. How are we going to make this work?
Ex. Are you sure you can afford me?
«_space;Option 2 - you do not need them»_space;
That’s a good question, NAME. I don’t know. Maybe you shouldn’t. Should we get off the phone?
