Prospecting Phase Objections Flashcards
“I’m not interested.”
A – I appreciate you sharing that. I meet with hundreds of business owners each year
to help them manage risk and improve productivity. At the very least, I believe I can be a resource to you moving forward. Is that something that would interest you?
P – What is it that doesn’t interest you?
“I don’t have time right now.”
A – I understand that you are busy.
Giving you back time in your day so that you can
work on the important things (such as generating
revenue and other strategic goals) is one of the
reasons I want to meet with you. I help business
owners improve productivity and manage risks.
Sounds like that’s something that could be of
interest to you. So let’s put something on the calendar for next week and let you get back to whatever it
is that you’re working on.
P – When would be a good time?
“We handle that internally.”
A – I understand.
Sometimes when you look at things in a new way,
you find better ways to do it. I believe our method of
helping small and mid-size businesses manage risk
and improve productivity is proven and will work for
you. Is that something you would be interested in
hearing more about in a quick 30-minute
meeting.
P – Do you mind if I ask why you’re handling
that internally?
“We are already with a PEO.”
A – I’m glad to hear that you see value in
outsourcing.
What differentiates us in the market is the breadth
and depth of our services and our level of care we
provide. I’m confident you’ll see there is a complete
difference between Insperity and any other PEO.
I believe it’s worth investigating. Let’s spend
half an hour and see.
P – What has been your experience so far?
“We handle that through our
broker.”
A – Great! I am glad you have someone to
work with that you trust.
I’m not going to get in the way of your broker
relationship. I am sure he is a good resource for you.
When we’re talking about managing risk and
improving productivity, I’m not sure how he would
help with that. I think it’s worth a 30-minute meeting to
explore how I can help you manage risk and
improve productivity. What do you think?
P – How is that broker relationship impacting
your business overall?
“We looked at Insperity before,
but you were too expensive.”
A – Thanks for sharing that background.
The fact that you looked at Insperity before tells me
you obviously saw value in what we could do for your
business. I am sure that things have changed with
your company and I am excited to tell you that we
have expanded our solutions. I think it makes sense to get together for a quick 30-minute meeting to catch up. Would next Tuesday work for you?
P – When did you look at Insperity?
“We just renewed our
benefits.”
A – I can appreciate that.
Benefits are just one piece of what we do. We also
help business owners like you focus on the bigger
picture of minimizing risk and improving productivity.
I think it’s worth a 30-minute meeting to
explore how I can help you in these two areas.
What do you think?
P – What was that renewal like, and did it
accomplish what you hoped?
“Can you just send me some
literature/information?”
A – I would be happy to do that.
Odds are you’ll just throw it in the garbage and,
really, I’m the best brochure for our company
anyway. Could we meet to discuss how I’ve helped
other business owners manage risk and
improve productivity?
P – What type of information would you like
me to send?
“You need to talk to my… • Office Manager • HR Manager • Comptroller • CFO.”
A /P – I can certainly talk to them about the
transactional parts of HR, but when it comes
to making a strategic decision, wouldn’t that
be you as the business owner? I believe you’re the person I can help the most. I want to talk to you about strategic HR that makes a difference by minimizing your risk and improving productivity to drive revenue in your business. Can we meet to discuss this?
“We really don’t have the
budget for that at this time
A – I appreciate you for sharing that with me.
Many of my clients find that, with Insperity, they’re
able to reallocate dollars that they’re already
spending to have a greater impact on their business.
I believe it would be worthwhile to see if we
can help you in the same way?
P – If I were able to contain costs while
driving revenue, would that be of interest to
you?
Elevator Pitch
I’m John Michaels. I’m a Business Performance Advisor with Insperity, Insperity is an HR outsourcing company. I consult with business owners to provide HR solutions that will restrain internal costs and drive revenue growth. Does this sound like something you’d be interested in discussing?
Mission Statement
To help businesses succeed so communities prosper.
