OVERCOMING OBJECTIONS

1
OVERCOMING OBJECTIONS
2
OBJECTIONS

• CANNOT AFFORD
• OBJECTIONS TO OVERHEAD
• HAVE OTHER CONTRACT IN PLACE
• DO NOT WANT CONTRACTORS IN SPACES
• SOMEONE ELSE IS CHEAPER
• CAN DO IN-HOUSE
• LABOR/HOUR COST TOO HIGH
• NOT INTERESTED

3
1. CANNOT AFFORD

• RESTRUCTURE SPECIFICATIONS
• INCREMENTAL FUNDING
• SEEK OUT TRUE OBJECTION

LS Ladder Category
Knowledge - Interest Preference/Desire
Type of Objection Price or Delay Type of Close
Alternative Decision
4
2. OBJECTIONS TO OVERHEAD

• EXPLAIN WHAT YOU GET
• Comparable or less than their own cost of
  performing themselves
• Dont Have To Write A Contract
• Quick Delivery
• Nothing Is Free
• Is there anyone who can do for less?
• There is a cost for high quality

LS Ladder Category
Knowledge
Type of Objection Price Type of Close Balance
Sheet Critical Feature
5
3. ALREADY HAVE OTHER CONTRACT

• GIVE US A PIECE OF THE PIE. LET US DEMONSTATE
  CAPABILITIES
• FLEXIBLE WORKFORCE

LS Ladder Category
Interest Preference - Awareness
Type of Objection Source, Salesperson Type of
Close Alternative Decision
6
4. DO NOT WANT CONTRACTORS IN SPACES

• FOLLOW-UP
• SURGES. FLEXIBLE WORKFORCE
• OUTSOURCING IS ACCEPTABLE ALTERNATIVE AND WAVE OF
  THE FUTURE

LS Ladder Category
Knowledge Preference Lack of Awareness
Type of Objection Source, Product Type of Close
Emotional
7
5. SOMEONE ELSE IS CHEAPER

• STRESS VALUE
• SERVICE AFTER SALE
• PROGRAM MANAGEMENT OF WORK
• QUALIFIED WORKFORCE

LS Ladder Category
Awareness Knowledge - Preference
Type of Objection Price Type of Close Balance
Sheet
8
6. CAN DO IN-HOUSE

• SURGE WORK
• FLEXIBLE WORKFORCE
• CAN THEY DO AS WELL?

LS Ladder Category
Preference - Awareness
Type of Objection Product Type of Close
Alternative Decision
9
7. HOURLY COST TOO HIGH

• COMPARE TO LONG TERM ESCALATING COMPANY COSTS
  THAT INCLUDE BENEFITS
• VALUE
• INCREMENTAL PAYMENT

LS Ladder Category
Awareness
Type of Objection Price Type of Close Balance
Sheet
10
8. NOT INTERESTED

• FOLLOW-UP
• E-Commerce Marketing use
• Soft sales - E-Zine

LS Ladder Category
Interest Knowledge
Type of Objection Delay Actions,
Salesperson Type of Close Eventual