Overcoming Objections (Closing the sale)

Question 1

Was not able to get approval from the boss.

Answer 1

-Oh no, how did the conversation go…was there a specific reason they don’t feel training and testing the employees would be beneficial? (Get an answer and handle appropriately) If this is something you are willing to push for I can help…let’s run a free phishing test to show them real data.

Question 2

Decided we are going to stick with our home grown training program.

Answer 2

• I totally understand. Won’t it be time consuming coming up with new training content all the time and how will you test to see if training is working? (acknowledge and handle what comes up) Take a look at all the training content we provide, the enterprise level reporting and the ability to simulate any type of cyber attack you can think of…and on top of that your time will be freed up to focus on all the other projects I know you will be dealing with. Or our platform literally takes you about an hour with a Customer Success Manager to set up all your training and phishing for the year and then you can let it run and you can focus on all the other projects I know you want to take care of.
  (time saving, measuring, business focus)

Question 3

We have no budget left for something like this.

Answer 3

-I understand, almost no company I talk to has budget put aside for Security Awareness Training. I know the costs of a successful attack will far outweigh the cost of training and testing your employees. I can help you build the case to get budget allocated by using some of our free tools…we can start right now with the DST.

Question 4

We cannot make any purchases until our new fiscal year.

Answer 4

I completely understand. Is budget timing the only reason you would not want to start right away? (Get an answer) If I was able to find a way to work around your budget restraints would you be willing to push for approval this month? (Get an answer and create solution)

Question 5

Boss does not want to trick employees into clicking on stuff.

Answer 5

I have talked to other companies with the same concerns. What they have found after rolling our platform out is that not only do their employees love the training but they also get excited when they catch a simulated phish and report it with the phish alert button. Can we schedule a quick demo with your boss so they can see how beneficial our console will be for your company?

Question 6

I cannot dedicate time to this until I finish these other projects.

Answer 6

That makes sense. Wouldn’t you agree that, the reality is once you finish one project two probably pop up in its place? Our platform is so easy to get setup you will only need to dedicate an hour or so to get walked through the setup and our Customer Success Managers will be there every step of the way to help. Let’s just knock this off the to do list now!!!

Question 7

We are waiting on quotes from other companies to compare with yours.

Answer 7

It can be so frustrating having your projects held up by other companies. One thing that you will notice about KnowBe4 is we move fast and get things done right the first time. How much time are you willing to lose before rolling a program out?…if this is how responsive their sales team is imagine how long you will wait if you ever need help!!!