Chapter 24: Buyer Belief 10 – Plan Will Succeed

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Common Objections in this Category

  1. No one will use it.
  2. Can't see how we could implement it.
  3. Too much risk.
  4. Change is tough to do around here.
  5. Too much trouble.
  6. They will never buy in to it.
  7. I'm not comfortable with this idea yet.
  8. This is a lot to think about.
  9. They will resist doing it.
  10. We need time to adjust to this.
  11. Don't know how to tell my supplier "no."

Category Overview

The prospect must believe your plan to meet their needs will be successful. If not, you will hear objections such as “I don't think this will work for me” or “It’s too much trouble to change.”

Having an experience (direct or indirect) with a bad implementation evokes an abundance of caution. Many of these are not inexpensive failures. You’ll need to make sure you’ve built strong corporate capability and credibility, along with strong personal trust and rapport.

Review the “Step-Based Closing Strategies” and the “Change Management” process. Build into your sales model the components from these processes you need to prevent this category of objections.


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