Objection Handling Flashcards
Are parts are too high-mix or custom:
That’s exactly why I was calling. We work primarily with high mix manufacturers as our software eliminates the need for time-consuming teach pendant programming. We should talk more about this. How does next Wednesday at 3pm sound?
Nope or Just Flat No:
Okay, I get it, a lot of our customers initially had the same reaction until they actually got a chance to see our solution. Would next Tuesday at 3pm work?
We don’t have robots:
That is exactly why I was calling, over 75% of our customers are first-time robot buyers. Does next Wednesday at 3pm work for us to meet?
Send Me Some Literature:
Can we just get together? How does next Wednesday at 3 pm sound?
I’m too busy to talk:
Oh, well the only reason I was calling was to set up an appointment. Would next Wednesday at 3 pm work?
We are already working with an integrator:
You know that’s great you’re already working with another integrator. A lot of the other companies we’ve worked with have said the same thing before they had a chance to see how our solution, especially our software. I believe it would complement what you are doing with your current integrator. Would you be available next Wednesday at 3pm ?
We don’t have the budget:
That’s okay let’s get together anyway, that way you know what we have to offer if you ever decide to explore things later. How does next Wednesday at 3 pm sound?
Headquarters makes that kind of decision:
Okay, I’m just curious, what do you do? What’s your role?
Whatever the response
That’s interesting. Based on what you’ve told me, I think we should get together. How does next Wednesday at 3pm sound?
I don’t make these types of decisions:
Oh, well, I’m just curious do you have robots or have ever considered adding robotics to your existing operation?
Whatever the response:
You know something, we should get together, because a lot of current customers have told me the same thing. How does next Wednesday at 3pm sound?
- That’s Way to Expensive
- It’s not in the budget
- We are too busy.
- I’m not sure that fits what we’re doing here.
- I like paying people to do our work, not robots
Regain control with:
* Okay, I get it, a lot of our customers initially had the same reaction until they actually got a chance to see our solution. Would next Tuesday at 3pm work?
Or
* Some other people I now work with had the same reaction at first. That’s why we should get together. How’s Wednesday at 3pm sound.
Question to for ledge based objection handling:
Question following objection handle:
* I’m just curious… if you are not interested in robotic welding, what is it you do? Are you not dealing with any welder shortages or throughput challenges with increases in demand?
Whatever the response
- That’s great! I think there is value in getting together because we work with a lot of other companies that have done the same thing. How about next Tuesday at 2 pm sound?
No Email Sent Cold Call Opening:
Hi [Recipient’s Name],
This is Sam Tenoever with Mach Machines. How are you doing today?
We have worked with more than 100 different manufacturers in the high-mix space on robotic welding applications.
The reason for my call is to see what your availability looked like next week for us to schedule a call to better understand how robotics could help with any welding constraints you’re having.
Does next Wednesday at 3pm work for you?
Additional Ammo:
* Look, I have helped a lot of companies like yours adopt robots and they’ve made a lot of money because of it. I think we should get together to discuss if this could apply to your business.
* I am sure that you, like the other companies I have worked with are interested in ways to boost production, while reducing your cost of labor. I think we should get together to discuss if this could apply to your business.
Email Sent before:
Hi [Recipient’s Name],
This is Sam Tenoever with Mach Machines. How are you doing today?
We’re a robotic welding integrator that has worked with more than 100 different manufacturers in the high-mix space.
The reason I’m calling you today is to follow up on the email I sent about scheduling a call to discuss how robotics could help with any welding restraints you’re having.
Does next Wednesday at 3pm work for you?
Additional Ammo:
* Look, I have helped a lot of companies like yours adopt robots and they’ve made a lot of money because of it. I think we should get together to discuss if this could apply to your business.
* I am sure that you, like the other companies I have worked with are interested in ways to boost production, while reducing your cost of labor. I think we should get together to discuss if this could apply to your business.
The Third-Party Referral Call:
Hi, (Recipient’s name)
This is Sam Tenoever calling from Mach Machines. I don’t know if you’ve heard of us, but we are a robotics integrator here in Cincinnati Ohio but have customers throughout the southeast.
We do a lot of work with Bobcat, Caterpillar, and Polaris regarding robotic welding and offline programming.
I’d love to set up a meeting with you to discuss some of the successes they’ve had with robotics by increasing throughput while addressing the skilled labor shortage.
Would you be able to meet next Wednesday at 2 pm?
Voicemail:
Hi Name,
This is Sam Tenoever Calling from Mach Machines. My telephone number is 513-652-2165 it’s regarding Bobcat Enterprises.
Thanks,
