Objection Booklet_Vertical2
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“X Company Provide Me With All Feature You<br />
Have And I Am Happy With Them”<br />
Probe<br />
• Actively listen<br />
• Ask questions to identify any weak points<br />
solution might have for the company.<br />
• Ask questions to find out which features Target<br />
finds similarities with current competitor that<br />
they are using.<br />
• Ask Target how much they pay for the competitor<br />
solution.<br />
Possible Solutions<br />
• If Target is happy, identify areas where the<br />
competitor falls short, then promote our product<br />
as something which meets the mark.<br />
• If Target discloses current price they pay,<br />
provide an offer which will make them switch<br />
and highlight how they can enjoy same benefits<br />
but at an affordable price.<br />
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