Rebuttals of Common Objections

Objection 1: We already have everything in place.

Objection 2: We are not in the market for anything at the moment.

Note: An Alternate to “we are not looking for an immediate opportunity.

That is even better Mr. Prospect, the priority at the moment is to build the relationship only on
the basis of merit, so would like to present our performance stats and let you know why we are
ahead of the curve in serving BFS industry particularly in ____Cloud______space.

Mr. Prospect, we understand; however, you never know when businesses might require any
outside help be it in 3/6 or 9 months down the line. So, Mr. prospect We would like to invite you
for a mindshare where we would like to address some of the common challenges you might
have and share how we can help you addressing those challenges. So how about if I block some
time on this Thursday or Friday at 2: o’ ck or 3 pm your time for just 30 minutes.
Objection3: I am not Interested

Situation 1: In the onset of the call.

Alright, I respect your decision Mr. Prospect but before you disconnect, just wanted to ask

Is it a bad time, I have called you of the gate or any other reason which made you say so because
I am following up for a quick conversation and just needed quick 2 minutes of your time if you
allow?

Or

That is perfectly fine, Mr. Prospect I respect that but before you disconnect, could you please
help me understand the reason of your disinterest as I have not said anything yet. Is it a bad
time or any other reason? In fact, I am following up for a quick conversation and I only need 2-3
minutes of your time.

Or

Alright Mr. prospect I respect that, and I understand you are a busy person but before you
disconnect, I would greatly appreciate if you let me know the reason of your disinterest,
because post our quick conversation; we did a bit of research. So, I need 2-3 minutes of your
time. If it is possible now, that’s great. If not, I can call you after noon 2 or 3 pm. Whatever you
say.

Or

Prospect - I am not interested in whatever you are selling

Oh, ok, I wouldn’t be interested either, especially if I didn’t know what this call was all about.
Actually, I am following up on the previous conversation and I am sure you are responsible for
Cloud innovation within XYZ

Yes…….

Carry on with your pitch.

- I am with you Mr. Prospect, even I don’t want you to be interested because you don’t have
enough information on our exceptionally delivered projects, however, I know that you will be
interested in knowing “How we can help you in saving cost, enhancing customer experience,
and increasing productivity with our niche in cloud space?”
-
Additional Points, if required (depending upon customer’s requirement). That’s what we want
to bring to the table, and we are excited to hear your valuable feedback, and whatever is the
outcome of this discussion, we would love to follow your directions, either way. So, we would
like to have a fact-based discussion with you rather than throwing a marketing pitch. So how
about sometime this Thursday or Friday if you can squeeze in some 30 minutes discussion for us.

OR

I am with you Mr. Prospect. In fact, I figured out you were not even interested before. Else you
would have replied to my email. Having said that, we wanted to speak with a person of your
caliber who has firm understanding of business needs. We wanted to let you know how we
helped ______, ________ and _______ in redefining their marketing strategies for the desired
outcomes. That is why we wanted to have a fact-based discussion rather than throwing a
marketing pitch any time that works for you next Thursday or Friday.

OR

I am completely in line with you Mr. Prospect. We are pretty aware that Company Name, being
a big organization, has everything in place however, we wanted to let you know how we have
evolved in BFSI industry in last 30 years, working with tier 1 tier 2 and fortune 500 companies
and want to talk about our recent acquisitions to let you know what we can bring to the table.
Thereafter, either you will find some synergies or there will not be anything that you could use
immediately. We are open to accept whatever the outcome of the discussion would be. So, can
we have a quick fact-based discussion any time that works for you next Thursday or Friday.
Objection 4: Take me out of the list

Situation1: In the onset of the call after opening

Note – Approval required for using this rebuttal.

Sure___Mr. Prospect____, I will remove you from the list, but I have only one thing to say
before you go Mr. Prospect, we all are too busy until we hear something that can benefit us, and
we are looking for the same opportunity. I know you get too many of these calls on regular basis
from different companies, but we are looking for a quick connect to prove ourselves based on
the work we have done in BFSI Industry for last 30 years. So, with your permission can I take just
2 minutes of yours.

Situation 2: You have been completely heard by the prospect.

Sure Sir/Ma’am, I will remove you from the list and my apologies. You have a blessed day ahead.
Objection 5: We are already working with vendors. or

We are happy with our current vendor

Well, Mr. Prospect. We do expect that the company of your stature and reputation have
vendors in place. So, just wanted to let you know that our focused and result oriented approach
has led us to 5 years or a decade long relationship with (company names). So, the idea is not to
replace anyone but to showcase what different we are doing from the current set of vendors
you are already working with. And
Also, Mr. Prospect, you would agree that the competitive analysis can give you an idea how well
your current vendors are doing and honestly speaking we would love to be a part of your back
up plan if given an opportunity. So anytime next week if you are open for Thursday or Friday for
30 minutes.

Objection6: We do not work with outside Vendors; we have in house team?

Oh, ok I totally understand that you have internal team to handle everything efficiently,
however Mr. Prospect we wanted to talk about some of our projects with fortune 500
companies / BFSI companies wherein they chose us over their in-house team due to the budget
constraints. Also, we have the wide pool of talent, and we are known to meet the deadlines
before time within limited budgets. We would love to be a part of your back up plan. So how
about if we schedule something this Friday or next Monday at 10/11 or 1:00/2:00

Objection 7: Are you in our preferred Vendor List?

Well Mr. Prospect, one thing that I am sure of is that our marketing team is in touch with your
procurement and vendor management team. In the meantime, we are trying to reach out to a
few leaders in (Prospect’s Company Name) who have firm understanding of business needs to
get their inputs and at the same time we want to share our decades of experience, how we have
helped companies like yours to improve productivity while reducing cost of IT Operation up to
50% specifically in Cloud space. So. Anytime when you are available, we can put a placeholder
invite for 30 minutes. How does your calendar look like for next week?
Objection 8: Share an email?

Reason:
1. They want to get of the phone and do not want to be impolite at the same time.
2. They are not the decision makers.
3. They are genuinely interested but prefer to review the information in the email.

Absolutely, I would love to share the email. Could you please confirm if I have the correct email
address?

xyz@beyondcodes.com

Note: Here you can check if the prospect is genuinely interested or putting you off by telling him
the wrong email address. If he corrects that, there is a possibility that he is genuinely interested,
and if he is not interested, he will not correct the email id.

Mr. Prospect, I just wanted to make sure that I am sending you the correct information. I know
that you being a leader in the cloud space, is there any specific topic or challenge in your mind
that we could share the information on? Or anything of your interest, it will really help me in
customizing the presentation.

Prospect - share a generic email / he might share some bottlenecks.

Thank you, Mr. Prospect. I will share a precise information with you. The last thing, I wanted to
know can I share a calendar invite with the information, just for 30 minutes since SMEs over the
call can quickly walk you through the presentation, answer all your relevant questions then and
there and to be honest It is very difficult to get hold of you, and I do not want to bother you,
again and again. So, can I share the invite for next week along with the info, and in case of a
conflict you can always propose a new time.
Objection 9: Where did you get my information from?

Mr. Prospect your information has been handed over to me by My Senior Vice President. He
might have met you or got your info from some conference or event. In fact, he did a bit of
research on your profile as well and you being the VP of cloud, your KRA’s coincide with his
areas of expertise. So, he was looking forward to share some of the projects that we have
delivered in Cloud space, and our decades of experience working with BFSI Industry.

Objection 10: Is it a sales call?

(If you have sent the email earlier)

No, Mr. Prospect, I’m actually following up on an email I sent your way to see if [area of
expertise] is an area that you or your team deals with. Can I take 60 seconds to tell you a bit
about why I am reaching out.

OR

(A little deceptive rebuttal – LG must be extremely confident)

No…No, Mr. Prospect, I’m following up on our quick conversation and only calling to check your
availability. Actually, I am calling from the office of (Name of the Client), VP with (Company
Name), if you can recall that by any chance, Mr. Prospect.

OR

(If you dare to say Yes, you need to be ready with the names of the companies in same Industry)

Yes, this is a sales call, but our focused and result oriented approach helped (customer X) in
redefining their Cloud strategies for the desired outcome, so we wanted to have a quick chat
with you on how we can deliver similar results to your organization.
Objection 11: I get a lot of similar calls?

That’s pretty obvious Mr. Prospect, you are holding such a prominent position in (Prospect’s
company Name), many people around the globe are trying to reach out to you and want to
establish a connect. However, I am the lucky one talking to you at the moment and trust me it’s
been last two months I have been trying but could not connect. Mr. Prospect, all we are looking
for is to introduce ourselves, share our best practices and used case studies in line with your
KRAs. So how does your calendar look like for next week Thursday or Friday 2 or 3 PM your time
for a quick 30-minute talk.

Objection 12: I am busy. (In the onset of the call)

I’m with you, but one thing I want to say Mr. Prospect, we’re all too busy until we hear about
something that can really benefit us. Let me tell you real quick the reason of the call in a nutshell
and accordingly you can decide if it is worth enough to have a detailed discussion, so respecting
your time can I ask for 2 minute of yours, Mr. Prospect?