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Tuesday, January 30, 2007

A First Set of Examples for Overcoming Objections

One of the most important part of sales in IT consulting is overcoming objections of clients. In order to best provide systems an services you have to be great at overcoming objections against IT audits.

There is no boilerplate for overcoming objections, but there are some that you will commonly hear with each client and ways you can respond to these.

Overcoming Objections: The First Objection

Question: Why do you need to look around for so long?

Your Answer for Overcoming Objections: “If I were your doctor and you were having major surgery, you wouldn’t want me to open up your chest until I’d taken an EKG, a chest X-ray or until I’d done some blood work. I have to look around so both of us can understand what you already have and so I can be sure your systems have been maintained. I also need to see how they were installed initially. If I don’t do a thorough check, you may have problems that will cause emergency downtime or even data loss. A good systems provider will insist on being this thorough.”

Overcoming Objections: The Second Objection

Question: Can’t you just start fixing what is broken?

Your Answer for Overcoming Objections: “Yes and no. The repairs you asked for, if we just listen to what you asked for on a basic level might cause more harm. We have to take time to figure out the source of the problem before we can figure out if what you want will help you in the long run. This audit process helps us know what is right and wrong with your systems so we can get to the source of the problem. If you don’t do a full audit, you may waste time and money and not come up with the best solution for you. We want to figure out the real problem and what solution will be best and most cost-effective and give you the least disruption. The purpose of an IT audit is to get to the source of the pain you’ve expressed.”

Overcoming Objections: The Main Idea

You need to know what you are selling in order to succeed at overcoming objections. Your knowledge and confidence will be what helps you through the process and satisfies the needs of your clients.

Blogged By: Computer Consulting Kit