Rebuttals Flashcards
“I’m just doing research.”
That’s exactly what we help out with. We don’t make or sell any (CRM) software, we simply help out with the research.
“I am really early and I am not ready for this phone call.”
Hey I understand. That’s actually exactly what we help out with, early stage research. We can provide pricing guides, comparison reports, and any other assets that can help with this research. (Ask a Call Flow Question)
“I only wanted information on (specific product)”
Yes, (XYZ) is a very good solution. What I’m going to do is see if I can get you more information on that product, and even include a few other options that will meet your needs to compare side by side. (Ask a Call Flow Question).
“I already got what I needed.”
That’s a pretty generic report/asset/template. With a few quick questions I can send you more detailed information. (Ask a Call Flow Question)
“I can’t talk right now/I don’t have any time.”
I totally understand. This is a really quick call so I can confirm a few things and we can get that information you requested straight to your inbox. (Ask a Call Flow Question)
“Still pushing back over anything”
Hey, so just to be clear, we don’t make or sell any of this software. With a few questions I can get you over the most relevant information in regards to features, pricing, comparison reports etc and actually send you a few recommendations to point you in the right direction. (Ask a Call Flow Question)
“I don’t want to speak to vendors.”
I totally get it. I understand you are wanting to do your due diligence and figure out who the best fit will be. That first call is purely just an introduction, no need to go into detail, it’s just so you have a point of contact. Eventually, you’ll need to speak to vendors before you buy anything and this way, when you are ready to dive into next steps such as demo’s and pricing, you have a point of contact who can help you get the information you need. (Secure BTTC)
“Again, I don’t want to speak with vendors.”
Again, I understand that. But as you said you are having issues with (X,Y,Z), you are looking to evaluate different software/vendors within (timeframe) so at some point you are going to have to speak to the vendors, this way you have a point of contact and have someone you can actually speak to and gather information when those next crucial steps come around the corner you have all the information you need. (Secure BTTC)
“No, I don’t want to speak with vendors” AGAIN.
Ok, how about this. How about I sit down with my analyst and narrow this list down to just the TOP 3 best solutions in the market for your industry, size, needs, and integration. This way you know exactly who is the best and who your best alternatives are. Does that sound fair enough? (Close again and make sure they understand that three vendors will email and call) (Secure BTTC)
