Sales Objections with Answers

Question 1

We don’t have any budget left this year.

Answer 1

Let’s schedule a follow-up call for when you expect funding to return. When do you think that may be?

Question 2

We need to use that budget somewhere else.

Answer 2

We had clients with similar issues, but by purchasing X product they were actually able to increase their ROI and assign some of their new revenue to other parts of the budget.

Question 3

I don’t want to get stuck in a contract.

Answer 3

I understand. Let’s talk about some different contract terms and pavement schedules that I can offer you. Perhaps these would be a better fit.

Question 4

We’re already working with vendor X.

Answer 4

Glad to see you think CRM’s are an important aspect of a healthy business. If you don’t mind me asking, why did you choose vendor X? What’s working well? What’s not? Allow me to explain how HubSpot is different.

Question 5

I’m locked into a contract with a competitor.

Answer 5

How is your relationship with competitor? Perhaps I can offer a discount to make up for the cost of switching over to work with us.

Question 6

I can get a cheaper version of your product somewhere else.

Answer 6

What are the points of differentiation between HubSpot and your other option? What gives you the most value and support?

Question 7

I’m happy with competitor X.

Answer 7

That’s great. What components of the product are you most satisfied with? I’d love to learn more and see how we may compare.

Question 8

I’m not authorized to sign off on this purchase.

Answer 8

Who is the right person to speak to regarding this purchase? What’s their buying process?

Question 9

I can’t sell this internally.

Answer 9

What injections do you think you’ll face? Can I help you prepare the business case for when you speak with your decision makers? I may have some enablement materials I can share to help.

Question 10

There’s too much going on right now.

Answer 10

I understand. What are some of your competing priorities? I’d love to schedule a follow-up call for when your calendar clears up.

Question 11

We’re doing great in X area.

Answer 11

What are your goals? How much progress has been made?

Question 12

We don’t have that business pain?

Answer 12

Interesting. What solutions are you currently using to address that area of your business?

Question 13

X problem isn’t important right now.

Answer 13

Tell me more about that. What are your current priorities?

Question 14

I don’t see what your product could do for me.

Answer 14

I understand. Can you share what specific challenges you’re facing right now? Perhaps HubSpot presents a solution we have yet to discuss.

Question 15

We don’t have the capacity to implement the product?

Answer 15

I hear you, and I want HubSpot to add value, not take it away. What are your current day-to-day responsibilities of your job? I’d love to explain how HubSpot, if implemented, can alleviate some of those problems.

Question 16

Your product is too complicated.

Answer 16

What features are confusing to you? Remember, our customer service team guides you with implementation and provides round the clock support.

Question 17

Your product doesn’t have X feature, and we need it.

Answer 17

Have you checked our [conjoining product]? It’s a good fit with ours and can be used alongside HubSpot to solve for X.

Question 18

We’re happy the way things are.

Answer 18

That’s great! Can you tell me how you’re currently solving for X?

Question 19

Your product doesn’t work with our current tools.

Answer 19

Which tools are you currently using? What do those tools help you accomplish?

Question 20

Your product sounds great, but I’m too swamped right now to handle implementation?

Answer 20

I understand. It typically takes our customers 2 months to get fully set up and running. Our customer success team holds your hand in showing you how to use HubSpot and will work with you to set things up to take some heavy lifting off of you. How many minutes a day do you spend on X problem?

Question 21

I’m busy right now.

Answer 21

Is it a good busy or a bad busy? I don’t want to take up too much of your time. Can we have a quick chat about your marketing/sales strategy and how HubSpot may help?

Question 22

Just send me some information.

Answer 22

I’d be happy to send you some materials, but I want to make sure that they’re relevant to you. What are you interested in learning about?

Question 23

How did you get my information?

Answer 23

I came across your website in my research and believe that HubSpot would be a great fit for you.

Question 24

I’m not responsible for making these decisions.

Answer 24

Thanks for letting me know you’re not the right person to discuss this with. Who on your team handles these types of decisions? Can you introduce me to them?