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Prepare for objections
I recently read a piece on preparing for objections in sales pitches. It was a very simple summary I thought I’d share.
The most common objections fall into four basic themes:
Budget: “We just don’t have the budget.”
Authority: “I need to consult with X.”
Need: “I’m happy with my current solution.”
Time: “We’re too busy right now.”
Be prepared to discuss each objection, ideally framing it in terms of how that objection reveals a need for your product or service. For instance, if your product can save a customer money, that’s a great counter to the lack of budget objection.
To read more search for the Small Business Guide at Salesforce.