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Objection Mastery | EAGLE MACHINE INC. > Simulated Objection Overcoming > Flashcards

Simulated Objection Overcoming Flashcards

1
Q

‘Your CNC machines are too expensive for our budget.’
LAER Model

A

Salesman: ‘I completely understand your concern. Budget is important. Could you tell me more about your budget constraints?’ Shop Owner: ‘We have a tight budget this quarter.’ Salesman: ‘What if we could offer financing options to make it more manageable?’ Shop Owner: ‘That could work. Tell me more.’

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2
Q

‘I’m not sure about the reliability of your machines.’
LAER Model

A

Salesman: ‘I hear that reliability is a key concern for you. Can you share specific worries you have?’ Shop Owner: ‘We’ve had issues with machines breaking down in the past.’ Salesman: ‘Our machines have a 99% uptime guarantee and 24/7 support. Does that address your concern?’ Shop Owner: ‘Yes, that definitely helps.’

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3
Q

‘We don’t need new equipment right now.’
LAER Model

A

Salesman: ‘I understand that timing is crucial. What’s your current production capacity?’ Shop Owner: ‘We’re at full capacity but managing.’ Salesman: ‘Have you considered how new equipment could improve efficiency and output?’ Shop Owner: ‘I haven’t, but I’m open to learning more.’

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4
Q

‘Your machines are too complicated for my team.’
FEEL, FELT, FOUND

A

Salesman: ‘I understand how you feel. Other shop owners felt the same way initially, but they found that our comprehensive training made the transition smooth.’

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5
Q

‘The initial investment is too high.’
FEEL, FELT, FOUND

A

Salesman: ‘I know how you feel about upfront costs. Many clients felt that way, but they found that the ROI within a year justified the investment.’

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6
Q

‘I’m worried about the maintenance requirements.’
FEEL, FELT, FOUND

A

Salesman: ‘I completely understand your concern. Others felt similarly, but they found our machines are low-maintenance and we offer excellent support services.’

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7
Q

‘Your delivery times are too long.’
CRC Technique

A

Salesman: ‘Just to clarify, you’re concerned about the 8-week delivery period, correct?’ Shop Owner: ‘Yes, we need the machine sooner.’ Salesman: ‘We can expedite the process to deliver in 4 weeks. Does that work for you?’ Shop Owner: ‘That would be much better.’

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8
Q

‘I’ve heard negative reviews about your after-sales service.’
CRC Technique

A

Salesman: ‘Can you tell me where you heard that?’ Shop Owner: ‘A colleague mentioned it.’ Salesman: ‘We actually have a dedicated support team with a 95% satisfaction rate. Does that ease your concern?’ Shop Owner: ‘Yes, that helps.’

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9
Q

‘The software seems outdated.’
CRC Technique

A

Salesman: ‘So you’re concerned about the software’s currency, is that right?’ Shop Owner: ‘Exactly.’ Salesman: ‘We release updates quarterly, and the latest version was released last month. Does that address your concern?’ Shop Owner: ‘Yes, it does.’

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10
Q

‘Your competitor offers a better warranty.’
LACE Method

A

Salesman: ‘Thank you for mentioning that. Could you share the details of their warranty?’ Shop Owner: ‘They offer a 3-year warranty.’ Salesman: ‘We offer a 5-year warranty along with free annual maintenance. Does that provide better value for you?’ Shop Owner: ‘Yes, that sounds better.’

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11
Q

‘I’m not familiar with your brand.’
LACE Method

A

Salesman: ‘I appreciate your honesty. What concerns do you have about trying a new brand?’ Shop Owner: ‘I’m worried about quality and support.’ Salesman: ‘We have over 1,000 satisfied clients and 24/7 customer service. Would you like to see some testimonials?’ Shop Owner: ‘That would be helpful.’

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12
Q

‘The machine is too large for our workshop.’
LACE Method

A

Salesman: ‘Thanks for bringing that up. Can you tell me the dimensions of your space?’ Shop Owner: ‘We have limited floor space.’ Salesman: ‘We offer a compact model that might fit your needs. Shall we discuss that option?’ Shop Owner: ‘Yes, let’s do that.’

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13
Q

Objection: ‘Price is too high.’

A

Salesman: ‘I understand that price is a concern. Let me show you how the long-term savings offset the initial cost.’

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14
Q

Objection: ‘Not sure if we need this now.’

A

Salesman: ‘Timing is important. Let’s discuss how this investment can benefit your current operations.’

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15
Q

Objection: ‘We prefer another brand.’

A

Salesman: ‘Brand loyalty is valuable. Can I share how our features compare and perhaps exceed what you’re used to?’

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16
Q

Objection: ‘We don’t have issues with our current machines.’

A

Salesman: ‘Could you tell me about your current machine performance?’ Shop Owner: ‘They’re working fine.’ Salesman: ‘What if you could increase efficiency by 20%?’ Shop Owner: ‘That would be great.’ Salesman: ‘Our machines can help you achieve that.’

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17
Q

Objection: ‘Our production rate meets our needs.’

A

Salesman: ‘What’s your current production rate?’ Shop Owner: ‘100 units per day.’ Salesman: ‘Have you calculated the revenue increase if you produced 120 units?’ Shop Owner: ‘We’d earn more.’ Salesman: ‘Our CNC machines can help you get there.’

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18
Q

Objection: ‘We don’t have the budget for upgrades.’

A

Salesman: ‘What challenges does your current budget present?’ Shop Owner: ‘We need to control costs.’ Salesman: ‘Have you considered how increased efficiency could improve your bottom line?’ Shop Owner: ‘That’s a good point.’

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19
Q

Objection: ‘We’re satisfied with our current equipment.’

A

Salesman: ‘What do you like about your current equipment?’ Shop Owner: ‘It’s reliable.’ Salesman: ‘Are there any areas where you wish it performed better?’ Shop Owner: ‘It could be faster.’ Salesman: ‘How does the slower speed affect your business?’ Shop Owner: ‘We sometimes miss deadlines.’ Salesman: ‘Would faster equipment help you meet your deadlines?’ Shop Owner: ‘Absolutely.’

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20
Q

Objection: ‘Upgrading is not a priority.’

A

Salesman: ‘What priorities are taking precedence right now?’ Shop Owner: ‘Expanding our client base.’ Salesman: ‘How would improved production capacity aid in that expansion?’ Shop Owner: ‘We could take on more orders.’ Salesman: ‘Our machines can help increase your capacity.’

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21
Q

Objection: ‘We don’t have issues currently.’

A

Salesman: ‘What would you change about your current setup if you could?’ Shop Owner: ‘I’d reduce operational costs.’ Salesman: ‘How do high operational costs impact your profitability?’ Shop Owner: ‘They reduce our margins.’ Salesman: ‘Our efficient machines can lower those costs.’

22
Q

Objection: ‘Your machines are too advanced for our needs.’

A

Salesman: ‘I see that advanced features may seem unnecessary. What specific functions do you require?’ Shop Owner: ‘We need basic cutting and shaping.’ Salesman: ‘Our machines handle those tasks efficiently. Does that align with your needs?’ Shop Owner: ‘Yes, it does.’

23
Q

Objection: ‘I’m worried about the durability.’

A

Salesman: ‘I understand durability is important. What concerns do you have specifically?’ Shop Owner: ‘That it won’t last long.’ Salesman: ‘Our machines are built with high-quality materials and come with a 5-year warranty. Does that address your concern?’ Shop Owner: ‘Yes, it does.’

24
Q

Objection: ‘We might relocate soon.’

A

Salesman: ‘So relocation is on the horizon. How does that impact your equipment decisions?’ Shop Owner: ‘We don’t want to move heavy equipment twice.’ Salesman: ‘Our machines are modular and easy to relocate. Would that be helpful?’ Shop Owner: ‘That could work.’

25
Q

Objection: ‘Your machines are expensive.’

A

Salesman: ‘Yes, and that’s because they incorporate the latest technology to improve your productivity.’

26
Q

Objection: ‘I’m satisfied with my current supplier.’

A

Salesman: ‘Yes, and it’s always good to have reliable partners. We can offer additional value to enhance your operations.’

27
Q

Objection: ‘We don’t need any new machines now.’

A

Salesman: ‘Yes, and when you do need them, knowing your options in advance can be beneficial.’

28
Q

Objection: ‘I’m not sure about the price.’

A

Salesman: ‘Aside from the price, is there anything else preventing you from moving forward?’ Shop Owner: ‘No, just the price.’ Salesman: ‘If we can find a pricing solution, would you be ready to proceed?’ Shop Owner: ‘Yes, I would.’

29
Q

Objection: ‘I need to consult with my partner.’

A

Salesman: ‘Is discussing with your partner the only thing holding you back?’ Shop Owner: ‘Yes.’ Salesman: ‘Would it help if we arranged a meeting together?’ Shop Owner: ‘That would be helpful.’

30
Q

Objection: ‘The machine is too large.’

A

Salesman: ‘Is size the only concern you have?’ Shop Owner: ‘Yes, it won’t fit.’ Salesman: ‘We have smaller models available. Should we explore those?’ Shop Owner: ‘Yes, please.’

31
Q

Objection: ‘I heard maintenance is a hassle.’

A

Salesman: ‘Before you worry about maintenance, let me explain how our machines are designed for easy upkeep with minimal downtime.’

32
Q

Objection: ‘Training new staff is difficult.’

A

Salesman: ‘You’ll be glad to know we offer comprehensive training programs that make onboarding new staff a breeze.’

33
Q

Objection: ‘Energy consumption is a concern.’

A

Salesman: ‘Our machines are energy-efficient, which can lower your operational costs significantly.’

34
Q

Objection: ‘Your machines are too high-tech for us.’

A

Salesman: ‘Actually, the high-tech features are designed to simplify operations, making it easier for your team.’

35
Q

Objection: ‘The initial cost is too high.’

A

Salesman: ‘While the initial investment is higher, it leads to greater savings and profits in the long run.’

36
Q

Objection: ‘It seems complicated to use.’

A

Salesman: ‘The complexity you see actually allows for more customization and efficiency in your production.’

37
Q

Objection: ‘I don’t think this will improve our production.’

A

Salesman: ‘Let me tell you about a client who felt the same way. After installing our CNC machine, their production increased by 30%.’

38
Q

Objection: ‘We’re too small to need such equipment.’

A

Salesman: ‘I once worked with a small shop like yours. They adopted our machine and grew their business significantly within a year.’

39
Q

Objection: ‘Switching equipment is too disruptive.’

A

Salesman: ‘I understand. Another client was worried about disruption, but we managed the installation smoothly over a weekend.’

40
Q

Objection: ‘I don’t think we need this.’

A

Salesman: ‘Why do you feel it’s unnecessary?’ Shop Owner: ‘Our current setup works.’ Salesman: ‘Why do you believe your current setup is sufficient?’ Shop Owner: ‘It meets our production needs.’ Salesman: ‘Why is meeting just the current needs acceptable?’ Shop Owner: ‘We’re not planning to expand.’ Salesman: ‘Why aren’t you considering expansion?’ Shop Owner: ‘We thought it was too costly.’ Salesman: ‘What if I showed you how expansion could be affordable?’ Shop Owner: ‘I’m listening.’

41
Q

Objection: ‘It’s too expensive.’

A

Salesman: ‘Why do you think it’s too expensive?’ Shop Owner: ‘It’s more than we planned to spend.’ Salesman: ‘Why was your budget set at that amount?’ Shop Owner: ‘We were estimating costs based on older models.’ Salesman: ‘Why not consider updated pricing for newer models?’ Shop Owner: ‘We didn’t think we could afford it.’ Salesman: ‘Why not explore financing options?’ Shop Owner: ‘That’s a possibility.’

42
Q

Objection: ‘We’re not interested right now.’

A

Salesman: ‘Why isn’t now a good time?’ Shop Owner: ‘We’re focused on other projects.’ Salesman: ‘Why are those projects taking precedence?’ Shop Owner: ‘They seem more urgent.’ Salesman: ‘Why do they seem more urgent?’ Shop Owner: ‘Because we need immediate results.’ Salesman: ‘Why not invest in something that provides long-term benefits?’ Shop Owner: ‘That’s a good point.’

43
Q

Objection: ‘I think your machines are overpriced.’

A

Salesman: ‘I agree that investing wisely is important, and our machines offer value that justifies the price.’

44
Q

Objection: ‘We’re happy with our current supplier.’

A

Salesman: ‘I agree that strong partnerships are valuable, and we aim to enhance that experience even further.’

45
Q

Objection: ‘I need to think about it.’

A

Salesman: ‘I agree that this is an important decision, and I’m here to provide any information you need.’

46
Q

Objection: ‘I don’t have time to discuss this now.’

A

Salesman: ‘I understand you’re busy. When would be a better time to talk?’

47
Q

Objection: ‘We’re not interested in new equipment.’

A

Salesman: ‘I understand that new investments require careful thought. May I send you some information for future reference?’

48
Q

Objection: ‘Your machines consume too much power.’

A

Salesman: ‘I understand that energy efficiency is important. Our latest models are designed to be energy-efficient. Can I share some details?’

49
Q

Objection: ‘The delivery time is too long.’

A

Salesman: ‘I hear your concern about the delivery time. Could you tell me more about your timeline?’ Shop Owner: ‘We need it within a month.’ Salesman: ‘Let’s explore expedited shipping options to meet your schedule.’ Shop Owner: ‘That would be helpful.’

50
Q

Objection: ‘We’re worried about the learning curve for new equipment.’

A

Salesman: ‘I understand that training is a concern. What specific challenges do you anticipate?’ Shop Owner: ‘Downtime during training.’ Salesman: ‘We offer on-site training that minimizes downtime. Does that address your concern?’ Shop Owner: ‘Yes, it does.’

51
Q

Objection: ‘Maintenance costs are too high.’

A

Salesman: ‘I see that maintenance is a big concern for you. Could you elaborate on your expectations?’ Shop Owner: ‘We want low ongoing costs.’ Salesman: ‘Our machines have low maintenance requirements and we offer affordable service plans. How does that sound?’ Shop Owner: ‘That sounds good.’

Objection Mastery | EAGLE MACHINE INC. (2 decks)

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