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Obstacles and Rebuttles for Selling

by jvoutreach
4 replies
I would like to develop a sales document which would outline the obstacles & rebuttals as they relate to paid search & search engine optimization. The 3 major issues I am running into are:

  • We are not interested in these solutions
  • We are deploying these solutions internally
  • We are using a third party agency to deploy these solutions
Does anyone have some creative ideas to rebuttal these issues?


The only thing I have been able to come up with for the 3rd party agency is explaining that our management fee is generally much lower than other agencies. For small businesses this usually has some good response but never really enough to get past that stage.
#obstacles #rebuttles #selling
  • Profile picture of the author Aaron Doud
    We are not interested in these solutions
    What are they not interested in? This kind of response shows you either didn't show value to them or what you offer does not have value for them.

    Can you modify your pitch to show them more value?

    Otherwise....
    They qualified themselves out. Move to the next contact.

    We are deploying these solutions internally
    Have you spoken with the internal staff that does these function? This is my golden rule for offliners: Stop Assuming the Owner or Manager is the decision maker. In these situations they likely are not or at least not directly.

    Can you offer consulting and/or a service that can work well with this internal staff?

    Otherwise....
    They qualified themselves out. Move to the next contact.

    We are using a third party agency to deploy these solutions
    Did you ask them how that has been working for them?

    Are you looking to use a long sales process? If so research them and have a presentation on how you can do it better for them.

    Otherwise...
    They qualified themselves out. Move to the next contact

    The key here is it really worth your time to overcome these objections? Can they even be overcome or are you just finding busy work for yourself?

    Sales Managers love talking about overcoming objections and it is valid. You need to dig and find out what they real objection is. But overcoming objections works best in an enviroment when they come to you (ex: cars). When you are cold calling especially wasting time trying to win business that you can't win is wasting your time.

    So know when to cut your losses. Not everyone is the client you are looking for. It iseasier when they qualify themselves out vs. you having to qualify them out.
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    Aaron Doud - Sales & Success
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    • Profile picture of the author Jason Kanigan
      Originally Posted by Aaron Doud View Post

      We are not interested in these solutions
      What are they not interested in? This kind of response shows you either didn't show value to them or what you offer does not have value for them.

      Can you modify your pitch to show them more value?

      Otherwise....
      They qualified themselves out. Move to the next contact.

      We are deploying these solutions internally
      Have you spoken with the internal staff that does these function? This is my golden rule for offliners: Stop Assuming the Owner or Manager is the decision maker. In these situations they likely are not or at least not directly.

      Can you offer consulting and/or a service that can work well with this internal staff?

      Otherwise....
      They qualified themselves out. Move to the next contact.

      We are using a third party agency to deploy these solutions
      Did you ask them how that has been working for them?

      Are you looking to use a long sales process? If so research them and have a presentation on how you can do it better for them.

      Otherwise...
      They qualified themselves out. Move to the next contact

      The key here is it really worth your time to overcome these objections? Can they even be overcome or are you just finding busy work for yourself?

      Sales Managers love talking about overcoming objections and it is valid. You need to dig and find out what they real objection is. But overcoming objections works best in an enviroment when they come to you (ex: cars). When you are cold calling especially wasting time trying to win business that you can't win is wasting your time.

      So know when to cut your losses. Not everyone is the client you are looking for. It iseasier when they qualify themselves out vs. you having to qualify them out.
      "So are you saying that under no circumstances would you ever look at an alternative solution?"

      Try that one on any of these.

      Aaron is right though: instead of beating your head against the wall trying to change minds that won't be changed, it's probably best to move on.
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      >> Executive advisory: Unstick sales, strategy & growth problems fast → jasonkanigan.com

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  • Profile picture of the author vndnbrgj
    Are you pre-selling?
    Are you pre-qualifying?
    Are you speaking to the DM?
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    Life Begins At The End Of Your Comfort Zone
    - Neale Donald Wilson -
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  • Profile picture of the author Jason Kanigan
    Conversation's been had before; here are a couple threads:

    http://www.warriorforum.com/offline-...-training.html

    http://www.warriorforum.com/offline-...rebuttals.html
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    >> Executive advisory: Unstick sales, strategy & growth problems fast → jasonkanigan.com

    >> Agency founders: Regain control when overwhelmed
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