<aside> <img src="https://s3-us-west-2.amazonaws.com/secure.notion-static.com/86c60d34-3c7f-4292-9ce3-f1607414eb39/Stefanos.png" alt="https://s3-us-west-2.amazonaws.com/secure.notion-static.com/86c60d34-3c7f-4292-9ce3-f1607414eb39/Stefanos.png" width="40px" /> By Stefanos Karakasis | 🔨 All My Templates | 💪🏽 The Complete Bundle (New)

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For this example, we are a B2B Talent Acquisition software platform targeting Enterprise prospects. Our platform is a bit different since we are leveraging AI to prompt pro-active suggestions to combat unconscious bias in hiring practices.

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Real-life example

Objection Handling Tracker - Teams

📋 Most Common Objections

Competition: “I am using another provider”

Money: “I have no budget/ Price is too high”

Need: “We wouldn’t make much use of it”

📋 Strategic Questioning Techniques

  1. Prevent objections: how do you prepare?
  2. Begin with the end in mind: what do you want to achieve?
  3. Let them lead you to the issue: avoid being pushy, let them guide
  4. Ask open-ended questions: how to uncover underlying concerns and motivations?
  5. LADDER: Listen, Acknowledge, Dig, Dig deeper, Emphatise, Resolve/Redirect

Ladder Methodology

Ladder

Listen “I understand budget constraints, I hear your concern. Can you share more about what specific aspects of the cost are most challenging for you?"
Acknowledge "I hear you. Managing expenses is crucial for any business, and it’s important to ensure you’re getting the best value for your investment."
Dig “Why is budget a significant factor for you?” / “How does that (expense management) work for you?”
Dig Deeper "Can you share more about your current financial priorities (=what they're spending money on) and how they impact your decision-making process?"
Emphasize "I completely understand. Allocating resources wisely is vital, especially in today's economic climate. We’ve worked with many clients who initially had similar concerns and found that the long-term benefits of our solution more than justified the initial investment."
Redirect "I understand that price is a significant factor. However, our solution includes comprehensive support and advanced features that our competitors don't offer. For example feature X can increase Y, ultimately providing a greater return on investment over time.”

Ladder