Objections 2

Question 1

(cold call, gave a System pitch) We’re really happy with our current system.

Answer 1

Gotcha - is there anything else you’re working on?

Question 2

(on a demo) Kickoff the call

Answer 2

-

Question 3

(cold call) We’re not quite ready to look at that, we are midway through a code rewrite and have to get that done first

Answer 3

-

Question 4

(cold call) I’m interested, but I’m just super busy

Answer 4

Ah gotcha, what are the seasonal patterns in your workload?

Question 5

(cold call) We’re in the middle of a permit software upgrade

Answer 5

-

Question 6

(demo) Do you guys integrate with Tyler ERP?

Answer 6

-

Question 7

(demo) We’ve got to wait and see what our new NaviLine upgrade can do

Answer 7

-

Question 8

(cold call) They’re interested, pitch a meeting

Answer 8

-

Question 9

(cold call) What is this regarding?

Answer 9

-

Question 10

(cold call) I wouldn’t have the final say on any budgetary items

Answer 10

Ok who’s your director? Do they like to be brought into new ideas from the start, or when it has already been vetted by one of their employees?

Question 11

(cold call) Nah, the process isn’t really confusing in our city.

Answer 11

-

Question 12

(demo) Great, I will show all of these resources to our City Manager and hope they approve the budget request.

Answer 12

-

Question 13

(demo) The price is too high.

Answer 13

-

Question 14

(demo) Yeah, well, the development process is confusing, people don’t understand their requirements, [3 examples] so yeah we’re thinking of ways to improve

Answer 14

-

Question 15

(demo) I’ll have to bring this up with our director

Answer 15

-

Question 16

(demo) Do you know OpenCounter?

Answer 16

-

Question 17

(demo) OpenCounter seems to have a better UI.

Answer 17

-

Question 18

(demo) What is your price?

Answer 18

-

Question 19

(demo) Yours seems to be the same as other solutions

Answer 19

-

Question 20

(demo) We’re also looking at decision engine

Answer 20

-

Question 21

(demo) This is way too complicated for an average citizen.

Answer 21

-

Question 22

(demo) We need to think about it.

Answer 22

-

Question 23

(cold call system pitch) We’re working with [shitty system like] SmartGov.

Answer 23

-

Question 24

(demo) I don’t think it’s super valuable

Answer 24

-

Question 25

(demo) We don’t have the time to implement this.

Answer 25

-

Question 26

(follow up) We have other priorities right now.

Answer 26

-

Question 27

(follow up) We’re not ready to make a change.

Answer 27

-

Question 28

(demo) How long have you been in business?

Answer 28

-

Question 29

(demo) How big is your team?

Answer 29

-

Question 30

(demo) Can I have a sandbox?

Answer 30

-

Question 31

(demo) We would need to go thru a budget process

Answer 31

-

Question 32

(demo) We would need to go to RFP

Answer 32

-

Question 33

(cold call) What product are you selling?

Answer 33

-

Question 34

The four horsemen of the procurementpocalypse

Answer 34

-

Question 35

It’s out of my hands now, I’ve sent it to procurement

Answer 35

-

Question 36

What to say at the end of a proposal review meeting

Answer 36

active role / 2 week cadence

Question 37

Do you guys have good customer support?

Question 38

What to say after demoing a feature

Answer 38

• How does that compare to how you solve this today?
• To what extent do you envision that being useful?
• How do you see your team using that?
• To what degree is this resonating so far?
• To what extent do you see that solving x pain?
• What benefits do you see showing up in your world from that?

Question 39

We’re going to take a look at some competitors

Answer 39

Who? / Why did they make the cut?

Question 40

Before showing a feature:

Answer 40

Based on X challenge you shared, you’re gonna love this:

Question 41

Get haggled on price

Answer 41

1. First what’s driving the need for a discount?
   2.Ok. Let’s say we came up with a number we both agreed with, what happens next?