Objection Response Writer
For "not now", "using someone else", "need approval", or "not sure it's right". Not a price objection? There's a separate tool for that.
New to this? Read the guide.
What it produces
Real output from this tool, not a mock-up.
What went in
- What is the objection
- Already using a competitor
- The objection and the conversation so far
- Prospect said: 'Thanks for the demo, it looks good, but we've been with Sagelink for four years and switching feels like a lot of pain for a marginal gain.' Earlier in the call they said Sagelink doesn't do multi-site reporting and their finance director builds it manually in Excel every month, about two days. They have 6 sites. I don't want to trash Sagelink.
- Tone
- Consultative
What came back
Four years is a real relationship, and switching costs are a real thing, so that's fair. Can I ask though: that two days a month your finance director spends building the multi-site report by hand in Excel, is that just an annoyance at this point, or is it actually costing you time and accuracy where it matters, like at month-end close? If it's the latter, it might be worth just showing him what that report looks like pulled together automatically, no commitment, just to see if the gain is actually more than marginal. What do you think?
When to use it
Use this for the four objections that stall a deal without killing it: not right now, already using someone else, needs approval, and not sure it is the right fit. Paste what they actually said along with the conversation so far, and you get a reply that engages the objection instead of talking past it. Price objections have their own tool.