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What are some of the top objections that you get from enterprise prospects, and how do you handle them? ie) concerns about cost, risk or vendor-in?

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3 Answers
Enterprise Sales
  1. Brandon Love
    Brandon Love

    Salesforce Regional Sales Director • 2y

    I often hear a few common concerns from enterprise prospects. These usually revolve around worries about the price, potential risks, getting locked into a single vendor, and status-quo objections. Cost Worries: When prospects bring up cost concerns, I like to highlight the value our solutions bring. I show them how our offerings are designed to solve specific issues and bring tangible returns. Plus, I work closely with our financial experts to offer flexible pricing options and demonstrate the l ...Read More

    3,662 Views
  2. Fabio Maglieri
    Fabio Maglieri

    Voyado Country Manager DACH • 3y

    It should all begin by understanding the motifs of the person you are talking to. First,you need to anwer the most important question: "What's in it for them?". It might be that personal goals may not be the same as company goals.  But there are general aspects that may help you handle objections. Costs: Generate reliable business cases (either generic based on previous projects or backed by prospect's numbers) that justify investment Time: Describe what the outcome of doing nothing would be. Re ...Read More

    1,954 Views
  3. Helen D'Abreo
    Helen D'Abreo

    SurveyMonkey Director, Expansion Sales • 6mo

    The top objections we have faced this year fall primarily into three areas: cost and perceived Value, risk and trust (especially during vendor displacement), and timing and urgency. The cost objection often indicates a perceived lack of value relative to the price; therefore, it must be handled by shifting the focus from the investment amount to the quantifiable ROI and the cost of inaction, demonstrating the specific cost savings or efficiency gains the client's team will realize. The risk obje ...Read More

    453 Views

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