Price

Question 1

It’s too expensive.

Answer 1

Rebuttal: “I’d love to unpack [product’s] features and how it can help with the issue of [prospect problem] you shared with me.” Keep in mind, from the prospect’s perspective there is always a financial risk. Pivot the conversation from risk-based to reward-based by demonstrating value. In other words, discuss the ROI, time saved, and bump in profit margins.

Question 2

There’s no money.

Answer 2

Rebuttal: “I understand. Allow me to explain our other offerings that may be a better fit for your current growth levels and budget.” OR “I understand. How about I follow up in 3-6 months to see if your marketplace has grown in sales/ad spend”

Question 3

We don’t have any budget left.

Answer 3

Rebuttal: “Let’s schedule a follow-up call for when you expect funding to return. When do you think that may be?”

Question 4

I need to use this budget somewhere else.

Answer 4

Rebuttal: “We had a customer with a similar issue, but by purchasing [product] they were actually able to increase their ROI and assign some of their new revenue to other parts of the budget.”

Question 5

I don’t see the potential for ROI.

Answer 5

Rebuttal: “I’d love to show you. Can we schedule a time for me to explain our product’s potential to deliver a high ROI to you and your team?”