Jeremy Miner 7th Level - 50 Objection Handling Scripts
"Can you send me some information?"
PROSPECT: Can you send some information to my email? YOU: That's not a problem, just so I can put together the best information for you, what exactly are you looking for? PROSPECT: Well I'm looking to see how your XYZ product could... YOU: Okay and who/what do you use now for your ... ? **Fast forward to later in call** YOU: Okay, good first call that helps us better understand what's going on, what I can do, if you'd like, is send you more information about how we could solve those challenges you had mentioned. Now, let's suppose you and the firm go through the information and it fits into what you are looking for. What would you want the next step to be?
"I just have way too many things going on, can you give me a call back later?"
PROSPECT: Hey thanks for calling but I'm wrapped up at work right now, can you call me back later? YOU: Well possibly. What I can do is give you my number and have you call me back later today, would that help you? PROSPECT: Sure. YOU: Okay my number is 816-896-4498, not what's your timeframe on calling me back later today just to see if I would be available for you? PROSPECT: I could call you later today at 4 probably. YOU: I should be available then. If I don't answer, can you just text me and I'll have to see when I can get back to you? Would that work?
"I can get the same thing somewhere else."
PROSPECT: I can get the same thing somewhere else. YOU: Yeah, you could and just so you're aware I'm not quite sure we could even help you yet, we'd have to understand more about what you use for XYZ, just to see if we could even help you in the first place and if we can't we can just hang up the phone, or if you find that we can, possibly, we can continue the conversation if you'd like.You with me on that? PROSPECT: Yeah sure. YOU: Okay I should probably start off asking you about ...
"I'll get back to you or we will get back to you."
PROSPECT: I don't have time to talk, can I just get back to you later? YOU: Possibly, I would have to look at my schedule to see if I could be available for you. What I can do if you have your calendar handy I can pull up mine that way you can book a specific time with me. That way you don't have to chase me down and vice versa, would that help you?
"I don't know what I need to improve."
PROSPECT: I don't know what I need to improve. YOU: Well if you really thought about it, what do you FEEL it would be?
"I don't want to commit to anything."
PROSPECT: I don't want to commit to anything right now. YOU: How do you mean? PROSPECT: Well we just want to wait and see what happens. YOU: That's not a problem. Can I ask you something though? PROSPECT: Sure go ahead. YOU: How would I be able to communicate to you that you might be making the wrong decision without you getting upset with me? PROSPECT: Oh I wouldn't get upset, what did you have in mind? YOU: You had mentioned that you wanted to... which has caused you guys to ... which you mentioned was costing you .. So is it more risky for you to get the funds together to... instead of ...? Or Is it more risky for you guys to do nothing at all, the problems stay the same, you keep ... and the company revenue keeps stagnating like you said? Which is more risky?
"I just have this fear that it won't work out for me."
PROSPECT: I just have this fear that this won't work out for me. YOU: What do you mean you fear it won't work out? PROSPECT: Well in the past, ... YOU: How do you mean exactly? PROSPECT: *explains* YOU: Can you tell me how this affects you when this happens? / How did that make you feel? PROSPECT: terrible! YOU: So this is important to you to ...?
"I need to check my finances."
PROSPECT: I need to check my finances on this. YOU: How do you mean exactly? PROSPECT: Well I'm not sure if I should pull the funds from our 401k, or use a credit card, or I might even be able to pay half myself and then get a loan for the other half too. YOU: Oh I see so you're figuring out where you're getting the funds from? Yeah we have clients that do those options. Most of our clients just use... Would that help you?
"I don't need the product/service."
PROSPECT: We don't really need this right now, we already have ... YOU: That's not a problem. And just so you're aware, I'm not quite sure we could even help you yet, we would have to understand a bit about what you have in place for XYZ now just to see if we can help. Now if we can't, we can just end the call/conversation, or we could even recommend someone else who might be able to help you more. Are you with me? PROSPECT: Okay, that makes sense. YOU: I guess we would need to understand what you have now for ...
"I want to compare prices with another vendor."
PROSPECT: We have another company coming in tomorrow and want to compare prices with this vendor as well. YOU: That's not a problem. So let's say this other company coming in tomorrow meets your criteria, including the price. How would you then decide what to do? PROSPECT: Well at that point it would come down to...
"We don't have the money for this."
PROSPECT: We like your product, but at this time we just can't afford it. YOU: That's not a problem...Tell me, if you did have the money/funding, would this be something that would work for you? PROSPECT: Yeah, for sure. YOU: Why do you feel it would though? PROSPECT: Well, we like ... but we just don't have the money for it. YOU: I can appreciate that money might be an issue for you. How do you think you can resolve that where you can find the money so that you can... PROSPECT: I don't know YOU: Can I make a suggestion? What I can do is show you the avenues that our other clients use to get the funding if they don't have it themselves, you will have to see if you have those options if you're wanting to ... where you can ...
"Send me some references."
PROSPECT: Can you send me some references from other clients you have? YOU: Yeah that's not a problem, just so I can send the right people to you, what specifically would you like to discuss with them? PROSPECT: Well I want to find out from them ... YOU: That makes sense, when do you plan on calling them so I can let them know to see if they are available for you? PROSPECT: Well, I would probably just call them tomorrow afternoon if that works. YOU: I can reach out to them to see if that works for them. Now, let's pretend for a moment that the clients you talk to say good things about how we were able to solve the same type of problems your company is having, where do you think we should go from there? **KEY**
"I'm happy with my current vendor/company."
PROSPECT: (early in the call) Thanks for the call but we are pretty happy with our current vendor/company. YOU: That's not a problem. And just so you're aware, I'm not quite sure we could even help you yet. We would have to understand a bit more about what you are using for XYZ, to see if we could even help you in the first place, because maybe you're better off staying with who you already have. For example, I should probably ask first who do you use for...
"I'm just so busy, can you just call me back?"
PROSPECT: Can you call me back? I'm too busy right now. YOU: That's not a problem. What I can do if it helps you is give you my number and you'll have to call me back later today to see if I would be available. Would that help? My number is 573-578-9872. What's your timeframe on getting back to me today just to see if I would even be available for you? PROSPECT: I can get back to you sometime later in the week probably. YOU: Well possibly, it might be harder to randomly get a hold of me, with my schedule, what I can do though if you have your calendar handy, I could pull out mine so you can book a specific time with me, that way you don't have to chase me down and vice versa ... would that be appropriate?
"Can you give me a better price, we had another quote that was cheaper."
PROSPECT: Can you give us a better price on this? YOU: How do you mean? or What's behind that question just so I understand? PROSPECT: Well XYZ company gave us a quote that's cheaper than yours. YOU: What quote did they give you, and for what, just so I understand? Can you go over their proposal with me in detail? OR YOU: Well it just depends on what kind of results you want. Is price the most important thing to you or actually solving the problem and getting the results you want? PROSPECT: Well we have to have results but if we could get a better price that's important too. YOU: Can I make a suggestion? PROSPECT: Sure go ahead. YOU: What they quoted you is for XYZ, which does ABC. Now we could give you the same exact quote for that as well, but like I mentioned it depends on the results you want.. **Explain diff** So the question is which is more risky?
"Can you send me a proposal?"
PROSPECT: Can you just send me over a proposal with your pricing in it? YOU: I'd be open to putting together a proposal for you, but to be frank, I'm not quite sure I could even help you yet. Would it make sense to ask a few questions about your situation so we can put something together for you that might be useful? Would that help you?
"I'm so busy, can you just send me a quote?"
PROSPECT: Can you send me a quote? YOU: Yes, that's not a problem. What is it that you are hoping to see from the quote? PROSPECT: Well I'm just trying to see if we have the budget for your program/XYZ product/service. YOU: Okay, I understand. It might make sense before I send a quote if I understood a little bit more about who you're using for XYZ/situation just to see if I could even help you in the first place, because maybe you don't even need us... for example, what type of ... **Fast forward to later in call** YOU: I will get to work on putting together a quote for you if you'd like. Now let's assume for a minute we get you the quote and we were able to meet your needs to solve the problem that you mentioned to me. What do you see as the next step?
"I never make rash decisions."
PROSPECT: I never make rash decisions on the spot. YOU: What do you mean by a rash decision? PROSPECT: Well I just need time to think about this. YOU: That's not a problem. What's your timeframe on getting back to me in the next day or two just to see if I would be available for you? PROSPECT: I guess I could call you in a few days YOU: Well possibly, I'm not sure I'd be available randomly like that, what I can do if you have your calendar handy, I can pull up mine and have you book a specific time with me, that way you don't have to chase me down and vice versa, would that be appropriate? *booked* YOU: Now before I go, what were you wanting to go over in your mind, just so I know what questions you might have when we talk tomorrow? PROSPECT: XYZ YOU: *overcome objection* PROSPECT: Well this sounds good but I still just do not make rash decisions. YOU: Well you tell me is it more risky for you to get the funds together so that you can... or is it more risky for you to do nothing at all, stay in the status quo, problems stay the same. and nothing ever changes? Which is more risky?
"I don't know if I have the time."
PROSPECT: I really like this but I just don't have time to go through it. YOU: In what way? Or... how do you mean exactly? PROSPECT: I am just so busy with... I just wouldn't know when I would have time. YOU: So without dedicating the time to learn the right skills to make more money in your business, how would you ever be able to leave your job so you have more time with your kids? PROSPECT: Yeah I'm not sure what I should do here. YOU: Well you tell me which is more risky for you? Getting the funds together to get into the training and dedicating the time to learn so you can have the skills to ...? Or is it more risky to do nothing at all, the problem stays the same, nothing ever changes and you end up missing out on your kids lives like you said because you are at work all the time? Which is more risky?
"I need to ask my mom/brother/financial advisor/uncle who lives in a van down by the river."
PROSPECT: I really like this but I think I need to talk to my mom and see what she thinks. OR I really like this but I think I should talk to my financial advisor and see what she thinks I should do. YOU: Yeah that's not a problem. How does your mom feel about ... so you can make more money...? PROSPECT: Well I think she would want me to do it. YOU: But what happens if you go to her and she doesn't want you to... and you end up ...? PROSPECT: Well I really value her opinion. SOLAR example: YOU: Does she have solar installed for her home? PROSPECT: No she doesn't. YOU: Does she want to keep having to pay her utility bills that keep going up 5-6% a year? PROSPECT: Well of course not she wouldn't want to keep paying higher bills. YOU: So if she doesn't want to keep paying her high utility bills why would she want her own daughter to have to keep paying them? PROSPECT: Yeah makes sense. I don't see why should we want me to have to keep paying those forever. YOU: Do you feel this could be the answer for you?
"I want to make sure it's the right time for me to focus on this."
PROSPECT: I want to make sure it's the right time for me to really focus on this. YOU: How do you mean? PROSPECT: Well I'm really busy with my.. YOU: That's not a problem. Can I make a suggestion? PROSPECT: Sure. YOU: How will you be able to ... if you don't take the necessary time to learn how to...? PROSPECT: Well I don't know I guess I'll have to figure something out. YOU: Are you willing to settle for that? (softly challenge them) PROSPECT: Well I guess if I had to, I wouldn't have a choice. YOU: Whose choice is it if you settle or not? PROSPECT: Well I guess it would be my choice YOU: Well you tell me, which is more risky? Is it more risky to get the 10% extra funds together to solve the problem permanently and get you where you guys want to be? Or is it more risky to go the cheap route, the problem might not get solved, you guys stay in the status quo and the situation gets even worse? Which is more risky?
"I already have a coach/mentor!"
PROSPECT: I'm already going through a coaching program with a mentor now, so I should just finish this and then get back to you. YOU: Well I guess you could. And how long have you been going through that program? PROSPECT: About 4 months now. YOU: What type of results are you getting from it? PROSPECT: Well it's a decent program, I just need to finish it before starting something else. YOU: You mentioned it was decent, what do you mean by that? PROSPECT: Well it's a good program for what I paid for it. YOU: Well what specific results have you gotten from it? PROSPECT: No results yet but still going through it. YOU: So help me understand, if you have been going through it for four plus months and still get no results, how are you going to... if you just keep doing the same things? PROSPECT: I'm not sure I guess I haven't thought about it YOU: Well do you want to keep going through programs for months where you don't get any results? Or would you rather change your situation and start getting results now like our clients are?
"Not interested."
PROSPECT: I'm not interested. YOU: Oh I apologize, I didn't mean to offend you and just so you know I'm not quite sure we could even help you yet, we'd have to understand more about what you use for XYZ, just to see if we could even help you in the first place and if we can't we can just end the call, or if you find that we can, possibly, we can continue the conversation if you'd like.You with me on that? PROSPECT: Yeah sure. YOU: Okay I should probably start off asking you about ...
"I don't know if it will work for what we do/for our industry."
PROSPECT: I'm not sure this would actually work for us. YOU: In what way? or How do you mean? PROSPECT: Well we're not sure if it will be able to XYZ... YOU: Why do you feel it wouldn't be able too, just so we understand? PROSPECT: ABC YOU: If there was a way it could... would you be open to looking at that, if we walked you through it?
"I'll get back to you on this."
PROSPECT: Thanks for the presentation, we are going to look over this and will get back to you. YOU: That's not a problem. What's your timeframe for getting back to me in the next few days to see if I would be available for you? PROSPECT: Well we could get to you later this week or something, I'll have to look at what I have going on. YOU: Well possibly. I'm not sure I would randomly be available. What I can do if it helps you, is if you have your calendar handy I can pull up mine and have you book a specific time with me that way you don't have to chase me down and vice versa, would that be appropriate? PROSPECT: Sure YOU: Now before I go what was it that you wanted to go over in your mind, just so I know what questions you will have when we talk on Monday? PROSPECT: Well I need to go back to the board/my spouse/my CPA and see if we can get the budget for this.
"I need to pray about it."
PROSPECT: This is a big decision for us, and we really need to pray about it. YOU: Yeah, that's not a problem. Now when you say pray about it, what specific parts of what we went over would you be praying about? PROSPECT: I feel we just need to pray about this because it's a lot of money and we're just not sure we have the budget for it. YOU: **overcome true objection**
"I'm worried this might not work out."
PROSPECT: I'm worried this might not work out. YOU: What would prevent it from working out if it's working for all of our other clients though? PROSPECT: Well I bought something like this a few years ago and they made all these promises but never came through in the end, and I lost a bunch of money. YOU: Oh that's no good, what type of training program did you actually go through? PROSPECT: It was the ABC program with Tom Smith. YOU: Oh okay yeah I've heard of that. I think I've seen some of their advertisements on Facebook and saw a few testimonials. Were there other people having success using that? PROSPECT: Well I think, I mean I read several testimonials when I was looking at it. YOU: So if others were having success, what do you think held you back from having the same results? PROSPECT: Well I know others were doing well with it, but I just didn't feel that when I had questions I could get a hold of someone who could help me, and at the same time I just had our second child and life got really busy. YOU: Okay so they weren't really giving you the hands-on help, so the hands-on help is the most important to you then? PROSPECT: Yes for sure. YOU: You also mentioned that at the same time you had your second child and life got too busy. So why look at changing your situation now, because I'm assuming you are still busy, so why now rather than just pushing this down the road like unsuccessful people would? PROSPECT: Oh no we have to do something now, it's gotten to that point
"I've never done this before, that's more money than I've ever spent."
PROSPECT: I've never done this before, that's more money than I've ever spent. YOU: How do you mean exactly? PROSPECT: Well it seems like this is going to cost me a lot of money. YOU: Well I'm assuming you understand when you want to acquire the right skillsets to be able to make money, it's going to require capital or credit to put into that so you can make a lot of money and really ___ right? How much funding do you think most people put into acquiring those types of skills so they can make that type of money where they can actually...? PROSPECT: Well I'm not sure. YOU: Typically, it's tens of thousands of dollars and years of their lives trying to learn that. So when people see all they have to put into us training them how to use it that it's only $X compared to the amount of money they make from learning those skills they feel they are stealing it from us.. I mean you tell me is it more risky to get the funding together put it into the program, we train you and you get up to ________ a year like you mentioned? Or is it more risky for you to do nothing at all, stay in the status quo, your financial problems stay the same and nothing ever changes?
"Can you just give this to me for free, and once I make money I will pay you back?"
PROSPECT: If this is so good, then why don't you guys just let me have the software for free and then once I make money I will pay you back with interest. YOU: Help me understand, how would the owners be willing to give away something that gives clients that type of skill level to become full-time traders and leave their jobs? PROSPECT: Well I'm not sure, but if it's that good why not just give it away and then let us pay them back? YOU: Can I make a suggestion? PROSPECT: Sure go ahead. YOU: Have you ever considered that way of thinking where someone should just give you something extremely valuable that helps you make more money... for free... has kept you financially exactly where you're at in your life? PROSPECT: I guess it could have... YOU: Yeah because how could we force someone to follow what we teach them to do and then hope and pray that they even pay us back after they start making money? A client could go out and make a bunch of money from what we train them and never even pay us back. There is no way we could force them to pay us back. They could just steal all of the training and we could do nothing about it. How are you going to overcome that way of thinking so you can move forward, learn to ..., and start making more money so you don't have to stay in your job forever? PROSPECT: I know I need to do something different. YOU: What happens if you don't though, if you just stay in the same job, same income the next 5-10-15 years? PROSPECT: OMG yeah that would not be good. YOU: So the question just comes down to this, is it more risky for you to get the funding together to invest into the ..., you learn the skills and you start making way more money? Or ... Is it more risky for you to do nothing at all, stay in the status quo, problems stay the same and nothing ever changes? Which is more risky?
"Is this a scam?"
PROSPECT: My friend at church said this is a scam. YOU: How do you mean? PROSPECT: Well she said that she tried one of these things before and she didn't make any money. YOU: What did she actually try just so I understand? PROSPECT: She joined some MLM named __________. YOU: Oh yeah I have heard of that company, seems like they have thousands involved so there must be a ton that are successful for them to be that big of a company. What do you think held your friend back from having success if there were others getting results? PROSPECT: Well I am not sure why she didn't do well I would have to ask her. YOU: Is your friend extremely wealthy as well? PROSPECT: Oh no, not at all, I would say middle class probably at best. YOU: Can I make a suggestion? PROSPECT: Sure go ahead. YOU: Have you ever considered that if you take financial advice from people who have no experience running a business and are not wealthy themselves that it might prevent you from starting your own business and having financial freedom in your life? PROSPECT: Well I've never thought about that in that way, I see where you are coming from. YOU: Well you tell me are you going to be more successful in business taking advice from your friend or someone who is not successful or wealthy themselves? Or taking advice from someone who is successfully running the same business you're wanting to get involved with and making __________of dollars a year? Which person is going to help you make the most money? PROSPECT: Well of course I would be way more successful taking advice from a successful person. YOU: Yeah I mean that's like taking advice from a friend who's been divorced four times on what you should do in your relationship? How successful would you be? PROSPECT: Hahaha that's so true
"You're more expensive than our current vendor."
PROSPECT: Our CEO said that you guys are more expensive than the company we already use though. YOU: In what way? PROSPECT: Well we are paying $5k a month for them right now but you quoted $5900 a month. YOU: Is cost the most important thing to your CEO, or actually getting results and solving the problem though? PROSPECT: Well, for sure we want to get the results but we noticed yours is more than who we already use. YOU: Yeah it just depends on what type of results you guys want. Do you want the same results you're getting now which you mentioned was causing you to ... or do you want to actually solve that so you can...?
"This is just too expensive for us right now."
PROSPECT: This is just too expensive for our company. YOU: How do you mean by it's too expensive? PROSPECT: Well, another company I am looking at is 10% cheaper for the same product. YOU: When you say the same product, what do you mean? PROSPECT: Well it's very similar to what you guys have. YOU: Are you familiar with the major difference between our XYZ product compared to the ABC product you're referring too? PROSPECT: Not really YOU: Well it just depends on what you are looking for. Is the most important thing to you cost or how does that compare to you actually getting results and being able to solve this problem though? PROSPECT: We want results for sure we just were wondering about the difference. YOU: Well you tell me, which is more risky? Is it more risky to get the 10% extra funds together to solve the problem permanently and get you where you guys want to be? Or is it more risky to go the cheap route, the problem might not get solved, you guys stay in the status quo and the situation gets even worse? Which is more risky?
"I want to speak to other companies first."
PROSPECT: This is really good and we appreciate you coming over but we want to speak with other companies first. YOU: Yeah that's not a problem. What are you hoping these companies will say to you? PROSPECT: Well we just want to compare prices and things like that? YOU: How do you mean 'things like that'? PROSPECT: Well we just want to compare what each company does and see all the prices. YOU: So let's suppose you meet with all these different companies, you put in all that work, and we all meet your criteria including the price. How would you then decide what to do? PROSPECT: Well at that point we would be looking at who can.. (problem exposed :D)
"I'm going to try and do this myself."
PROSPECT: This is really good, but I think I'm just going to try and do this on my own and see how it works. YOU: Well, I guess you could....Do you feel that you know how to XYZ, and ABC, and be able to know how to do DYZ so that you can... PROSPECT: Well not really, I guess I could try and figure it out. YOU: So if you don't know how to do all that, how much money do you think you will lose every month trying to figure it all out without the right knowledge and skills? PROSPECT: Gosh I'm not sure.. YOU: Well, you tell me which is more risky? Is it more risky to get the funding together put it into the training and ensure you have the right skills and know exactly what to do day 1 so you're profitable? Or is it more risky for you to do nothing at all, try to wing it, and hope and pray it works out for you? Which is more risky?
"I need to take this to the board and see what they have to say."
PROSPECT: This looks really good but we will need to take this to our next board meeting and present it to the board and see what they think. YOU: That's not a problem. How does the board feel about you guys being able to solve this problem, so that you can ...? PROSPECT: Oh I think they would want us to be able to do that for sure, but I still have to check. YOU: So what happens if you go to the board and they don't want you to put the funding in, how would you ever be able to... ? PROSPECT: Well it would be much harder for sure YOU: Would it help if we had you introduce us to the board and we go over some of the issues you mentioned your company was having and how we could possibly help you solve those like we do with our other clients, would that help you? PROSPECT: Yeah that might make more sense...
"This is just too expensive!"
PROSPECT: This proposal is just too expensive for the company. YOU: Why do you say it's too expensive? or "How do you mean?" PROSPECT: Well, the most we could pay for this service is about $7k a month maximum, and you're quoting me around $11k a month. YOU: Can I ask you how you arrived at that monthly figure of $7k a month? PROSPECT: That is what our CEO has allocated us to be able to spend on this type of service because of cutbacks in our department from the merger. YOU: Do you feel like the budget you've been given is sufficient to solve this problem?
"I need to think it over."
PROSPECT: This sounds good, but let me think it over. YOU: That's not a problem. What's your timeframe on getting back to me in the next day or two just to see if I would be available for you? PROSPECT: I guess I could call you in a few days. YOU: Well possibly, I'm not sure I'd be available randomly like that. What I can do if you have your calendar handy, I can pull up mine and have you book a specific time with me, that way you don't have to chase me down and vice versa, would that be appropriate? PROSPECT: Yes YOU: Now before I go, what were you wanting to go over in your mind, just so I know what questions you might have when we talk tommorrow? PROSPECT: Well I'm just concerned about, or I'm just not understanding this part, or I'm not sure if I can get the money for this.
"I need to talk to my spouse or partner."
PROSPECT: This sounds good. I just need to talk to my spouse as we make these type of decisions together as a family. YOU: That's not a problem. How does your wife/husband feel about you ________________? PROSPECT: I think they would like me to do this, but I need to ask them first. YOU: Well what will you do if you go to them and they don't want you to _______________? PROSPECT: I understand I just am not sure what they will say about this. YOU: How will you ___________ if they don't let you get the funds so you can XYZ then? PROSPECT: Gosh I really do need to do something about this SALESPERSON: Why now though, why not do this later when the situation has gotten even worse? **OR IF CAN'T** YOU: I understand. What's your timeframe on getting back with me today or tomorrow just to see if I would be available for you? PROSPECT: I could call you in the next few days. YOU: Well, I'm not sure if I would be randomly available like that with my schedule. What I can do if it helps you is if you have your calendar handy I can pull up mine so you can book a specific time with me in the next day or so, so you don't have to chase me down and vice versa, would that be appropriate?
"I'm already speaking with another company."
PROSPECT: We are already speaking with another company. YOU: Not a problem, that's pretty normal, and just so you're aware I'm not sure we could even help you yet, we would have to understand more about what you're doing in XYZ area to see if we could even help you in the first place... If we can't, we can even recommend you to someone else who might be able to help you better. Are you with me? PROSPECT: Yeah all good. YOU: Could you walk me through what you guys are doing now with...
"We are still 'price shopping.'"
PROSPECT: We are still price shopping. YOU: How do you mean by price shopping? PROSPECT: Well we are just looking for the best price with the budget we have. YOU: So is price the most important thing to you, or actually getting results and solving the problem? PROSPECT: What do you mean by that? YOU: Well I'm asking because we could always just lower the price but it depends on the results you actually want to get. Are you looking for X thats offers A or Y that offers B? Which is ACTUALLY cheaper?
"There is no budget allocation left for this year, maybe next year, call back then."
PROSPECT: We really like this but our budget allocation has already been used for the year. We have the new budget coming out in another 5 months and let's talk then. YOU: That's not a problem...Tell me, if you did have the money/funding, would this be something that would work for you? PROSPECT: Yeah, for sure. YOU: Why do you feel it would though? PROSPECT: Well, we like ... but we just don't have the money for it. YOU: I can appreciate that money might be an issue for you. How do you think you can resolve that where you can find the money so that you can...? PROSPECT: I don't know YOU: Can I make a suggestion? What I can do is show you the avenues that our other clients use to get the funding if they don't have it themselves, you will have to see if you have those options if you're wanting to ... where you can ...
"I don't want to go into debt."
PROSPECT: We really like this but will have to wait until we have the full amount. We just don't want to go into any debt. YOU: Can I make a suggestion on this topic? PROSPECT: Sure go ahead. YOU: I'm a big Dave Ramsey fan, and he talks about how there are two types of debt. There is consumer debt, and then there is business debt. Are you familiar with what the difference is? PROSPECT: Well not really. YOU: Consumer debt is where you take your credit card, you go to the mall, you buy a new pair of shoes, you buy new clothes, you go buy a flat-screen jumbo TV, you buy some cool headphones, you buy that fancy new car. How many of those things make you money? PROSPECT: Well none of them. YOU: Exactly, they just take your money, that's considered by Dave Ramsey and other debt experts as bad debt... Now good debt according to business owners and investors is taking capital, a loan, credit and injecting it into the business so it can start, and grow and make you a lot more money. Do you see the difference? Because without the capital or using credit putting it in, how would you ever be able to start your own business so you can make more money and be able to get out of your job so you have time to be with your family?
"I saw some negative reviews about your company online."
PROSPECT: We were doing some research over the weekend and saw your company has some bad reviews. YOU: How do you mean by bad reviews? PROSPECT: Well there were some people saying some bad things about your company. YOU: Were these actual clients or just some negative people online? PROSPECT: Well I think some were clients, but not quite sure if they all were. YOU: Now when you say you saw negative reviews how many did you actually see? PROSPECT: Well not quite sure, but there were probably 10-15 or so we saw. YOU: So you saw around 10-15 negative reviews? So we have about 5000 clients now, so if ten clients out of 5000 said we were bad that would be about .02%, so that would be one fifth of one percent that were complaining, while our other clients 99.8% have great experiences and get results. So if we have a 99.8% success rate what would that possibly mean about us getting our clients results? PROSPECT: Well yeah it sounds like you guys do great things. YOU: Well our clients would say that for sure, but can I make a suggestion to you? PROSPECT: Sure thing. YOU: Have you ever considered that no matter how great you do for clients, there will be some that will not do what they are supposed to do on their end and then who do they usually blame that on? PROSPECT: Well yeah they blame the company, I mean we have clients like that complain so thanks for clearing that up with us
"it sounds too good to be true."
PROSPECT: Well it just sounds too good to be true. YOU: Well would you like us to make it harder for you? PROSPECT: (Most will laugh) Oh don't get me wrong but when I was a kid my granddad would always say, "If it sounds too good to be true it probably is." YOU: Can I ask you something? That saying "if it sounds too good to be true it probably is" where do you think that came from, someone that was extremely rich or someone that was poor? PROSPECT: I'm not sure maybe someone that was poor? YOU: Exactly someone that was poor. So if we take advice from poor people, what type of (financial) results do you think we are going to get in our own lives? PROSPECT: Well I guess the same results they are getting. YOU: Do you want to change that? PROSPECT: Yeah I have to change. YOU: Well you don't have to. I mean why do this now, why not push it down the road like unsuccessful people would? PROSPECT: Oh I'm not going to be like them. YOU: What would prevent it from working out if it's working for all of our other clients? PROSPECT: Well I bought something like this a few years ago and they made all these promises but never came through at the end, and I lost a bunch of money. YOU: Oh that's no good, what type of training program did you actually go through? PROSPECT: It was the ABC program with Tom Smith. YOU: Oh okay yeah I've heard of that. I think I've seen some of their advertisements on Facebook and saw a few testimonials. Were there other people having success using that? PROSPECT: Well I think, I mean I read several testimonials when I was looking at it. YOU: So if others were having success, what do you think held you back from having the same results? PROSPECT: Well I know others were doing well with it, but I just didn't feel that when I had questions I could get a hold of someone who could help me, and at the same time I had just had our second child and life got really busy. YOU: Okay so they weren't really giving you the hands-on help, so the hands-on help is the most important to you then? PROSPECT: Yes for sure. YOU: You also mentioned that at the same time you had your second child and life got too busy. So why look at changing your situation now, because I'm assuming you are still busy, so why now rathe
"What's different about your company compared to others out there that do similar things to you?"
PROSPECT: What's different about your company compared to others out there who have similar services? YOU: Well maybe nothing... (pause 3 seconds) And just so you are aware I'm not quite sure we could even help you yet, we'd have to understand more what you have in place now as far as XYZ, compared to what you might be looking for, to see what that GAP looks like. For example, what do you currently use for ABC area?
"Can you give me any guarantees?"
PROSPECT: What's my guarantee that this will work? YOU: Yeah we can go over that, tell me, what's behind that question just so I understand? PROSPECT: Well I bought a real estate course several years ago but I never made any money from it. YOU: What course did you actually buy? PROSPECT: It was the XY... YOU: That makes sense. Can you tell me more about what happened? PROSPECT: Yeah, we had ... YOU: Okay, so ___ is important to you then?
"We already use vendor X, why should we go with you?"
PROSPECT: Why should we go with you, we already have a company who does that for us? YOU: Well I'm not quite sure that you should yet... (pause 2-3 seconds) we'd have to understand more about what you're currently using in XYZ area, compared to where you want to be, to see what that GAP looks like, just to see if we could even help because you might be better off staying with who you already have. Are you with me on that? PROSPECT: Yeah that makes sense. YOU: Can you walk me through what you're currently using for...
"If I buy this, I could lose my job."
PROSPECT: You know if I buy this I could lose my job. YOU: How do you mean? PROSPECT: Well if we get involved with you and for some reason it doesn't work out, I could get fired. YOU: Can I ask, has something happened in the past where you purchased something and it didn't work out and your boss got upset at you? PROSPECT: Yes about six months ago we got into a year contract with this company who does XYZ and I was the major cheerleader on that and the company didn't fulfill anything they said they could do and the company had to do a buyout of that contract and everyone blamed me. You: Okay that makes more sense then. Tell me what specific parts of the _________ product/service/proposal we just went over do you feel might not work for you? PROSPECT: Well we like everything but your IT guy said that ... YOU: So if we are able to come in and fix __________so that you can __________ how do you see this helping you the most as far as how your boss starts to view you?
"I make the decisions around here, we don't need to talk to anyone else in the company."
YOU: Can you walk me through your company's decision-making process when it comes to solving problems like this? PROSPECT: I make the decisions around here, no reason for anyone else to be involved. YOU: Oh I wasn't questioning if you could make a decision for the company, what I'm asking is who else would be involved as far as implementing this/using this/invoicing this/subscribing to this/understanding how this would solve XYZ problem? PROSPECT: Well, we would have to get Jim involved. He is our CTO so he understands how it would work for his people, etc YOU: Besides Jim though, who else would be impacted by your company switching from XYZ company over to us? PROSPECT: Well our COO would need to have an understanding as she helps with ... YOU: Okay that makes sense. Would it help you if we booked a time later in the week to run through this with your CTO and COO to make sure they are on the same page and go through questions they will have? PROSPECT: Yeah we could do that, it would be helpful
"Well, I've tried several programs that just haven't worked for me."
YOU: Hold on when you say they didn't work for you, what programs did you go through? PROSPECT: XYZ YOU: Oh and what parts of those do you feel didn't work for you? PROSPECT: Well they didn't do this and they didn't do that... YOU: Awww, okay and were there other people getting results in that program? PROSPECT: (Most will say) Yeah I guess there were some I saw that said they were. YOU: So if other people were getting results what do you feel held you back from having success like they were? PROSPECT: Well I really didn't like their support system they had and around that time we had our baby and we just didn't have a lot of time to put into it. YOU: Okay so support is important to you then?
