Objection Booklet_Vertical2

Private & Secure Digital Business Life
Siccura
Objections
consectetur elit nam in elit
pellentesque faucibus,
urna dignissim

Contents
01 What are objections?
01
02
03
04
General Rules 02
Product related Objections 03
Competitor related Objections 16
05 Pricing related Objections
19
06 Company related Objections
26

What Is An Objection?
A REASON OR AN ARGUMENT
GIVEN BY A POTENTIAL
CUSTOMER FOR WHY THEY
ARE NOT READY TO
BUY SICCURA.
1

General Rules
Rule 1 - Actively listen to the objection
Rule 2 - Take the objection as a Positive
Rule 3 - Empathize
Rule 4 - Prove that you’re trustworthy
Rule 5 - Reinforce benefits that potential
customer feel about product.
Rule 6 - Summarise the course of action the
needs to be taken with the potential
customer.
2

Product Related
Objections
3

“Microsoft 365 Has New Protection Feature
Which We Use”
Probe
• Ask questions to find out what protection
features Microsoft 365 has and which features
they are using.
• Actively listen to the potential customer.
Possible Solutions
• Refer back to the feature they have mentioned
but highlight how their experience would differ
if Siccura was used.
4

Microsoft 365 & Siccura
Features
Micro
Siccura
Cloud Storage Y Y
Chat & Calls
Virus Protection
Y
Y
Y
Y
IP Control
- -
Allow Copy/ Forward
Y
Y
Screenshot
- -
Email Encryption
Burn App/ Data
Y
Y
Y
Y
5

I Don’t Understand Your Product
Probe
• Ask them what part of the product they do not
understand?
• Actively listen
Possible Solutions
• If the Target doesn’t understand the product,
then provide a demonstration of it.
• If the product seems complicated for them,
then assure them that there will be ongoing
training.
• If the Target doesn’t understand certain
features of the product, then provide a demonstration
of the feature but emphasizing the
benefit of it.
6

“I Want To Be Able To Use The Same Email
Address That I Have Set Up For The Company”
Probe
• Ask them which email address they have for
their company.
Possible Solutions
• Reinforce the fact that with Siccura, the Target
does not need to change their existing email
address or provider.
• E.g. Siccura works with all email providers. You
do not need to change your email address, and
you can continue to send and receive emails
from this address but now when added security.
7

“Your Product Sounds Too Complicated”
Probe
• Ask them what they find complicated about the
product.
• Ask them what their concerns are about the
product.
Possible Solutions
• If the Target finds the Admin set up complicated
then mention that they’ll have someone from
the Success team who will help them onboard
onto the solution.
• If the target has concerns about how to use the
product after onboarding sessions, mention that
they’ll have access to support materials, tutorials
and helpline.
8

“I Don’t Want To Switch Cloud Storage Accounts.
I’m Happy With Google Drive”
Probe
• Actively listen
Possible Solutions
• Reinforce the point that Siccura layers itself on
top of Google Drive. Assure the prospect that
they do not need to change their Google Drive.
• Everything on Google Drive remains the same,
however this time they will be securing their
documents on that cloud storage securely.
9

“We Have Our Own Secure Platform That The
FCA Approves Which We Use”
Probe
• Actively listen
• Ask questions about this secure platform and
what it does?
Possible Solutions
• If the Target is using a regulated platform then
you will not be able to override that.
• Instead rather as much information about this
platform from potential customer.
• Visit the regulatory body site to find out more
more information and possibility of getting
Siccura certified to support those industries.
10

“We Have Our Own Secure Platform”
Probe
• Ask questions about the secure platform.
• Ask about what this platform secures and how it
does it?
• Was it bespoke made for you?
Possible Solutions
• Use the objection as a way to get more
information about the secure platform.
• If the Target is not securing something obvious
such as Instant Messages, then talk to the
company about the value of having an Instant
Messaging facility within the company.
11

“Your Product Sounds Great, But I’m Too
Swamped Right Now To Implement It”
Probe
• Ask questions about when would be a good time
to reconnect
• Ask if there is anyone else who can assist them
with implementation?
Possible Solutions
• Empathize with your prospect, and prove that
you’re trustworthy.
• E.g: I understand that. It usually takes our
customers about a month to fully get up and
running with Siccura.
• E.g: I understand, and if you prefer you can
roll out the solution in phases. For example
you could roll it out with just the directors or
senior management team.
12

“Our Suppliers Will Not Be Prepared To Download
A Software Just To Read Communication From Us”
Probe
• Ask the prospect how important privacy is within
their organization?
Possible Solutions
• If the Target is really paranoid about their
privacy, then focus on that. Focus on the
importance of security and confidentiality.
• E.g I know it’s not easy to ask your suppliers
to download software to read a simple message,
but think about how secure your data will be.
It wouldn’t take your suppliers long to download,
and they won’t need to pay for the product.
• Explain how easy it is for suppliers to download
the solution.
• Provide examples of how easy company data
can be stolen or abused if relationships with
suppliers turn sour.
13

“We Can’t Ask Our Business Partners To Download
A Software Just To Read A Message From Us”
Probe
• Ask the Target how important privacy is within
their organization?
• Ask the Target why they feel they cannot ask
business partners to download the solution.
Possible Solutions
• Focus on how data can be abused by business
partners if relationships turn sour.
• Focus on how easy and quick download and
set up takes which means there is no downtime.
14

Competitor Related
Objections
15

“We‘re Already Working With Another Vendor”
Probe
• Actively listen
• Ask them which vendor they are working with?
• Ask them what they like about the other vendor?
Possible Solutions
• If the vendor turns out to be a Protonmail user,
talk to them about the additional areas of
communication that they cannot secure on
Protonmail.
• If Vendor has similarities with the solution, focus
on the difference that the solution would have.
16

“We Already Have Ongoing Agreement With X”
Probe
• Actively listen
• Ask them about what type of agreement they
have?
• Ask them what they like about the Vendor’s
solution?
• Ask them whether there is a possibility to run
two solutions?
• Ask them what they like about Siccura.
Possible Solutions
• Find out when their agreement expires, and let
them know that you’ll reach out to them again
during that period.
• If the Target is interested in the product,
highlight the benefits of Siccura.
17

“X Company Provide Me With All Feature You
Have And I Am Happy With Them”
Probe
• Actively listen
• Ask questions to identify any weak points
solution might have for the company.
• Ask questions to find out which features Target
finds similarities with current competitor that
they are using.
• Ask Target how much they pay for the competitor
solution.
Possible Solutions
• If Target is happy, identify areas where the
competitor falls short, then promote our product
as something which meets the mark.
• If Target discloses current price they pay,
provide an offer which will make them switch
and highlight how they can enjoy same benefits
but at an affordable price.
18

Pricing Related
Objections
19

“It’s Too Expensive”
Probe
• Ask questions to find out why customer finds
product expensive.
• Actively listen to the customer.
Possible Solutions
• If dealing with small companies (less than 10
employees), discuss a tailor-made option with
them.
• If client cannot afford the annual subscriptions,
discuss monthly subscriptions.
20

“We Don’t Have Budget Left”
Probe
• Actively listen
• Ask when they are likely to set a new budget.
Possible Solutions
• Ask when they are likely to set up a new budget.
• Ask if they would like consider the package as
part of their new budget.
21

“I Need To Use This Budget Somewhere Else”
Probe
• Actively listen
• Ask them where they will be using the budget.
Possible Solutions
• If the potential customer is going to be using the
budget on a competitor, then speak to them
about the value Siccura would bring to their
company.
• If the budget will be used for something else,
then talk to them about whether they would
consider Siccura in their next budget?
• If so, ask them when they are likely to set the
new budget so you can contact them again.
22

“There’s No Money”
Probe
• Actively listen
• Ask if they like the product
• Ask when they are likely to set a new budget.
Possible Solutions
• Leave the opportunity open for the potential
customer to get back to you once their new
budget has been finalised.
• At this point, ask them: “Would you consider
this package to be part of your new budget?”
23

“I Don’t Want To Get Stuck In A Contract”
Probe
• Actively listen
• Ask questions about what their fears are
relating to getting stuck into a contract.
• Ask when they are likely to set a new budget.
Possible Solutions
• If company has only heard about the yearly
subscription, offer them monthly pricing.
24

“We Have A Better Quotation From Xxx”
Probe
• Actively listen
• Ask then which vendor they have received a
quotation from.
Possible Solutions
• See if there is a possibility to price match.
• Offer a discount, or show them the value of the
product in comparison to the competitor and
focus on the ROI of the switch.
25

Company Related
Objections
26

“I’ve Never Heard Of Your Company”
Probe
• Actively listen
Possible Solutions
• We’re a UK based technology company that has
just started marketing and selling around the
world. We’ve built our built on the vision of
delivering a solution that will give individuals
and businesses a private and secure digital
life because in this day an age privacy is
important.
• Mention that Siccura is doing great in countries
such as UK, India.
• We’ve had a number of clients from the X
industry already sign up to the product.
27

“I’ve Never Heard Of Your Company”
Probe
• Actively listen
Possible Solutions
• We’re a UK based technology company that has
just started marketing and selling around the
world. We’ve built our built on the vision of
delivering a solution that will give individuals
and businesses a private and secure digital
life because in this day an age privacy is
important.
• Mention that Siccura is doing great in countries
such as UK, India.
• We’ve had a number of clients from the X
industry already sign up to the product.
28

"I've Heard Complaints About You From X"
Probe
• Actively listen
Possible Solutions
• Don’t start defending Siccura, instead thank
them for their feedback.
• Example: “Thanks for sharing that feedback
with me. I'll pass it along to our team.”
• Then follow up with an offer to add value.
• Maintain the credibility of the company by
talking about positives.
• Give positive customer testimonials
29

Thank You!
Private & Secure Digital Business Life