3 Top Prospect Challenges and Objections

I have attended many meetings with prospects over the years and have heard just about every challenge, objection or cause for concern. Of course, this is healthy, as the objective of a propsect meeting is for both parties to ascertain whether there is potential for working together and indeed, if both parties can work together.

Of the many challenges I have dealt with, I consider 3 propsect concerns to be the most frequently raised.

Here are the 3 objections, and how I deal with them.

1. You haven’t worked in this industry before.

I hear this a lot! Not just from the prospect sat in front of me, but from consultants I know who have lost potential business because of this statement. The bottom line is this – I can’t be an expert in everything in every industry. However, I am an expert in process – the ability to improve quality to generate business growth. The prospect doesn’t need another expert in their field of work, they need someone who has the ability to implement new standards, systems and processes. The fact that I haven’t worked in their industry before is exactly the reason they should hire me!

2. The timing isn’t right.

Well, to be honest, the timing is NEVER right! Implementing an improvement project is always going to be challenging, whether it’s the busiest month of the year or there’s an outbreak of flu. The fact is, the symptoms of the problems are felt most when the company is at its busiest. Therefore, it’s not about the timing being ‘right’, it’s about taking action to improve now rather than in 6 months time when the condition is 6 times as bad.

3. That’s a higher price than I thought it would be.

If the focus is on cost, not investment,we have a problem! The value of my projects are aligned with the achievement of objectives. If the value isn’t high enough, then that’s my fault. If the prospect is only concerned about project cost, then that may be an indicator that I really shouldn’t be engaging in doing business with them. Forget cost and focus on value and return on investment.

What objections or challenges do you come across, and how do you manage them?

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