6. Handling Objections

Help address customer’s issues to moving forward with your solution

1. We don’t have this problem2. Will you be around next year?

3. Will it work in our environment?4. It seems very expensive5. Your company is too small

Qualify this customer out OR

Rework your pitch

Share the difference between what they have and what you provide

Partner with a large provider

OROutline escrow alternatives

Ensure the customer feels confident they will be okay, even

if you fail

Offer a sand box proof of concept

ORReproduce their

environment in a test

Offer a ROI calculationOR

Change pricing model to reflect payments on value

Don’t change your price, but change the way they pay you on

results

Offer to work with a resellerOR

Offer to implement project in a phased manner

Remove their risk of you not being able to scale to their needs

6. Handling Objections