Handling objections Flashcards
“We don’t need training.”
Thanks for letting me know.
If you don’t mind me asking, how do you mean, exactly?
“We do all our training internally.”
Great to hear. Did that at P&G.
How do you prepare your trainers?
Would it be helpful for your trainers to brush up on industry trends or refresh their skills?
“I don’t understand what you do.”
Would it help if I share an example?
What kind of communication does your team do?
Presentations? Writing?
“We’re happy with our vendor.”
Glad to hear you have a partner that works for you.
If you don’t mind me asking, what do you like most about working with them?
What’s one thing you wish they’d do differently?
We know things change; may I call you in six months to check in?
“We’re happy with our vendor.”
Glad to hear. Goal is not to displace; rather to help supplement by filling any gaps.
What kind of training do you do today?
“I don’t make the decisions on training.”
Thanks for letting me know.
Who would be a helpful person for me to reach out to?
Would you introduce me?
“I don’t have time right now.”
When is a better time for you?
“That’s out of my budget.” (paying out of pocket)
That’s fair. It can seem like a big investment, especially when you’re paying out of your own pocket.
(Restate goals)
Only you can decide what those goals are worth to you, and how much you’re prepared to invest to help you reach them.
Tell you what - think about it, then let me know what you choose to set as your budget. Based on whatever you plan to invest, I’ll suggest some options in that range, that might be helpful for you.
Of course, the more committed you are, the more progress you’ll make.
How does that sound?
“Already have a vendor.”
Great to hear that you have presentation skills training covered. How are you doing that?
“Already have a vendor.”
Great to hear that. Most of our clients have 2 or 3 partners that they work with.
Hopefully this doesn’t happen to you, but if you ever need to do training on a specific date and your preferred partner isn’t available for you - we have over 50 instructors and would be happy to help.
For example, if you told me you needed training next week, I would make that happen for you.
(PG&E example)
Would it be helpful for you to get to know us?
