Objection or a statement of fact? 🤔

Jun '23 in What are you struggling with?

Morning everyone.

Bit of a long read for you all this morning but that’s what this is for I guess.

Anyway, I seem to be coming across the same 2 “objections” nearly every time I get a hold of a CFO/Financial director.

Scenario 1) give them my pitch and they say “we’ve already got something in place”

I dig into this a bit and ask as Callum, Benjamin and others have told me to and ask if what they mean to say is that “it’s perfect” most of the time I’ll get a “yeah it is” and then again, I’ll try dig a bit deeper, then go into the whole “so even if there was someone who could do a better job…” spiel and always end up with a “no, we wouldn’t be interested” - now, the reason I ask and am unsure is because in my mind that is the prospect disqualified, they have solidified their need (rather, lack of) for my product/service. Yet, my management are on my back saying that “I didn’t pitch the product” “stop trying to tell them to say that it’s perfect because they’ll just say it is” etc etc.

Scenario 2) after the pitch, they turn around to me and say “it’s just not a priority for us right now”

Again, I’ll dig into that a bit. Try find out whether it’s a statement of fact or just something to get me off the phone. I’ll say something similar to “can I ask, what is a priority for you right now?” And from here, I’m not too sure where to take it.

Any suggestions on how to deal with both scenario 1 & 2? The hardest part for me is trying to get the prospect to discover they have a problem for themselves or at least it’s a big enough problem for them to prioritise/invest in solving.

Bonus points for anyone that helps me with this -> I feel like I’ve disqualified the prospect out and done all I can but like I said in scenario 1, management are all over me because of the fact that I’m disqualifying and not even trying to book a meeting with the ones who have been disqualified. Bad management/company? Get out as soon as I can?

Looking forward to the slander/suggestions/mockery in the comments below.

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