sales objection to truth translator
Objection to Truth Translator.
1. “You’re too expensive.”
“You’re more than I’m paying, what I expected, or similar solutions.”
“The big pile of money is worth more than the cost of the problem.”
“I don’t have the money. I want a new Porsche but only have 25k.”
“I can't pay for this upfront. We only have X$ this quarter.”
"I feel pressure and want to end the conversation."
2. “We have a vendor for that.”
“I'm getting the job done without you.”
“I'm making progress.”
“You’re the same as what I have.”
"I feel pressure and want to end the conversation."
3. “Call me next quarter.”
“The problem isn’t big enough given competing priorities.”
“I feel pressure and want to end the conversation."
4. “I don’t have time.”
“I don’t want to prioritize this.”
"I feel pressure and want to end the call."
5. “We’ve tried that.”
“We’ve been burned before.”
“I'm skeptical this will work for us.”
6. “I’m not interested."
“You’re not interesting.”
“This isn't my job.”
"I feel pressure and want to end the call."
7. “Send me some information.”
“I feel pressure and want to end the conversation.”
“I'd like to learn more.”
8. “I need to discuss this internally.”
“I’ve been burned before.”
“Will I lose my job if this doesn't get implemented?”
“Training will be a distraction.”
"I feel pressure and want to end the conversation."
9. “What’s the price?”
Not an objection. Answer the question. “Typically 14-18k.”
What to say when prospects put you on the spot:
Tongue Tied sales objections flashcards
Josh Braun
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