Objection: “I’ve never heard of your company.”
Posted: Tue Jan 28, 2025 9:14 am
Though this seems negative at first, what they’re indirectly asking for is more information about your company. This is an opportunity for you to talk about how you solve their problems and build rapport.
Give them some key points about your company, what you do, and how you can help them. Use testimonials and social proof to show that you can deliver on what you promise. Then, ask related questions about how you can solve similar problems for them.
Response: “We're new in the market, so I'm not surprised you haven't heard of us. We actually work with [X number] of companies just like yours, including [best name drop you have], and we’ve helped them solve [X problem]. Is that a problem your company deals with, too?"
Objection: “You've got a great product, but you’re not the industry standard.”
It’s been found that 50 percent of startups fail within the first five years. So, it’s no wonder prospects hesitate to commit to startups when they could use the proven incumbent. Your product may be better, but the industry standard is safer.
To win these people over, you must convince them that georgia telegram data you are better than the industry standard. Ask them about how the status quo has served them so far, and find out what’s not working well. Double down on how your solution solves those legacy problems and goes beyond other "standard" solutions. Position yourself as a positive change-maker who can disrupt the old ways.
Response: "How has the ‘standard’ solution served you so far? Do you think things could be better?” Then, position yourself as the disruptive solution that’s better than the industry standard.
Objection: “We’re already working with [X competitor].”
Knowing that your prospect is already using a competitive solution is valuable intel. You know that they’re willing to invest in solving the problems your company solves, and you should know the competitive advantages that you can exploit. The move here is to gather information about their experience with your competitor.
Give them some key points about your company, what you do, and how you can help them. Use testimonials and social proof to show that you can deliver on what you promise. Then, ask related questions about how you can solve similar problems for them.
Response: “We're new in the market, so I'm not surprised you haven't heard of us. We actually work with [X number] of companies just like yours, including [best name drop you have], and we’ve helped them solve [X problem]. Is that a problem your company deals with, too?"
Objection: “You've got a great product, but you’re not the industry standard.”
It’s been found that 50 percent of startups fail within the first five years. So, it’s no wonder prospects hesitate to commit to startups when they could use the proven incumbent. Your product may be better, but the industry standard is safer.
To win these people over, you must convince them that georgia telegram data you are better than the industry standard. Ask them about how the status quo has served them so far, and find out what’s not working well. Double down on how your solution solves those legacy problems and goes beyond other "standard" solutions. Position yourself as a positive change-maker who can disrupt the old ways.
Response: "How has the ‘standard’ solution served you so far? Do you think things could be better?” Then, position yourself as the disruptive solution that’s better than the industry standard.
Objection: “We’re already working with [X competitor].”
Knowing that your prospect is already using a competitive solution is valuable intel. You know that they’re willing to invest in solving the problems your company solves, and you should know the competitive advantages that you can exploit. The move here is to gather information about their experience with your competitor.