Other

Question 1

You don’t understand my challenges. I need help with Y, not X.

Answer 1

Rebuttal: “Tell me more about that. What are your current priorities?”

Question 2

You don’t understand my business.

Answer 2

Rebuttal: “Sorry — I assumed X was true, but it looks like that doesn’t apply to your business. Can you tell me a little more about X?”

Question 3

We’re happy the way things are./We’re doing great in this area. (No competitor)

Answer 3

Rebuttal: “That’s great! Can you tell me how you’re currently solving for X?”

Question 4

How did you get my information?

Answer 4

Rebuttal: “I came across your website in my prospecting research and believe that [product] would be a great fit for you.”

Question 5

I’ve never heard of your company.

Answer 5

Rebuttal: “We’re a company that sells ad space on behalf of publishers like yourself. I’d love to speak with you about your revenue model and see if we can help.”

Question 6

I’m not interested.

Answer 6

Rebuttal: “I understand. Can we schedule a time for a follow-up call? In the meantime, I can send over some resources so you can learn more.”