Inside Sales
with Josiane Chriqui Feigon
Objection Rebuttals
“I don’t have time to talk.”
• No problem, I’ll be brief. Can you tell me what you have in place in terms of [enter your product/
service category here]?
• I appreciate your time constraints. Could I confirm that you are the right person with whom I should
be speaking with? If not, could you share with me who might be?
• I know that you are very busy. When is a better time?
• When would be a good time to talk about your objectives and requirements?
• I have my calendar out. Can we set up a time to talk when you’ll be available?
• Why don’t we schedule a call at _________ on _________ so we can focus on your objectives?
“I’m not interested.”
• What have you heard about [name of your company]?
• What is your familiarity with [your company’s] products?
• Let’s say that [name of your company] had a product that fit your needs, what would be the process
for consideration?
• I understand, would you be the person to speak with about [your product or service category]
initiatives for your organization?
• I’m responding to your initial interest from our web site. Could you please help me to understand
what drove you to download some information?
“I don’t have any needs at this time.”
• What types of [name of your product category] projects are you currently working on?
• You must have a great current solution in place. What is it, and how is it working for you?
What’s one thing that could make it better?
• If you could have [name of competitor] do just one thing more- one enhancement- what would it be?
• When is the next time you’ll look into new technologies?
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Inside Sales
with Josiane Chriqui Feigon
“We’re just looking.”
• Great! What prompted your interest? Tell me about it…
• What have you heard about our products or solutions we provide?
• Thanks for including us. What caused you to look?
• Can you tell me a little about your [name of your product category] initiatives today?
“My boss doesn’t want us to move forward on this.”
• What is your boss’s familiarity with [name of your company]?
• I can understand your reluctance, what did you mention to your boss about [name of your company]
and how does he/she understand what we do?
• What have you recommended to your boss?
• Who is part of the decision-making process?
• Can we schedule some time to meet with your boss and set up a conference call?
“Send me some Information.”
• Can we take 30 seconds now for me to explain what we do, and you can then decide if it’s worth a
follow-up?
• I’m happy to send you some literature. What are you looking for, and where will we go from there?
• Glad to. Mind if I ask a couple questions to zero in on your needs and what to send?
• Great! Can we schedule a time next week to discuss the information I am about to send you?
“We don’t have the budget for this.”
• That’s okay. We don’t expect you to buy anything right now. We’d just like the opportunity to share
what we are doing and see if it’s valuable to your company. Can we schedule a follow up call over the
next couple days?”
• How can I help you justify the cost when you look at the benefits?
• What information do you need to help your management feel more comfortable?
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Inside Sales
with Josiane Chriqui Feigon
“We had a bad experience with [name of your company] in the past.”
• I’m sorry to hear that, what happened?
• Who was involved and what products did this impact?
• What caused your disappointment and how did [name of your company] not exceed your
expectations?
• What can I do to assure this will not happen again and regain your trust?
• How can I best meet your expectations and regain your confidence?
• I’d like the opportunity to earn the right to some of your business, what are some of the things that
would enhance your current situation?
“Your service offerings are too complicated.”
• Let’s start over, what do you know so far about [name of your company]?
• Could you help me understand how you learn about and evaluate [name of your product category]
solutions?
• What is your level of expertise with our solutions and products? I want to be a resource for you in
understanding what we do.
• I agree it can be overwhelming at first, and that’s why I’m here to help. Let’s walk through our
offerings together. I can be a great resource for you.
“You’re too expensive.”
• Help me understand how you came to that conclusion?
• What are you comparing us to? I want to be sure you are comparing apples to apples.
• What are you basing that on?
• What have you looked at concerning “price” versus “cost”?
• Tell me about the research you’ve done and how you determined we are too expensive?
• What needs to happen for you to feel more comfortable about a decision to use our products?
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Inside Sales
with Josiane Chriqui Feigon
“We are going to hold off and use our home-grown solution.”
• Many of our customers who decide to work with their home-grown solution find their needs
are compromised, have you taken this into consideration?
• Were you the person who chose your current solution?
• Would it be useful if I shared with you reasons why most customers come to us after using their
home-grown solution?
• What changes, in your opinion, might be made in the future that could cause you to evaluate
new options?
“We are using [Name of competitor].”
• What do you like about [competitor]?
• Were you the person who chose your current solution? If not, who did? If so, when did you choose
it and what were the key deciding factors? Did you look at [name of your company] solutions?
• If you could alter or improve, what [competitor] is selling you, how would you?
• When do you evaluate what’s new in the market to ensure that you’re getting the best available
solution?
• What would make you give [name of your company] the opportunity to do business with you?
• Would it be useful if I told you the top reason why other customers, who were using [competitor’s],
decided to look into our solution?
• What changes, in your opinion, might be made in the future that could cause you to evaluate
new options?
• I would just like the opportunity to show you how we are different and how we have provided
additional value to our customers.
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