Turn "NO" into "YES"
F - Feel: Acknowledge their concern with empathy
E - Explore: Ask questions to understand the real objection
A - Answer: Address the concern with evidence
R - Reframe: Show the positive perspective
What they really mean: "I don't see enough value" OR "I don't have budget"
Feel: "I understand budget is a concern. Many of our best clients said the same initially."
Explore: "May I ask - is it the absolute cost, or the return on investment that concerns you?"
Answer: "Let me show you: this investment of ₹5 lakhs will save you ₹20 lakhs annually. So you'll break even in 3 months and save ₹15 lakhs in year one alone."
Reframe: "Really, the question is: can you afford NOT to do this, given what you're losing each month?"
What they really mean: "I'm not convinced" OR "I need to consult someone" OR "I want to avoid saying no"
Feel: "Of course! This is an important decision and deserves careful thought."
Explore: "Just so I can help - what specific aspects would you like to think about? Is it the implementation, cost, timing, or something else?"
Answer: [Address their specific concern immediately]
Reframe: "What if we start with a small pilot project so you can see results before full commitment?"
What they really mean: "Change is risky" OR "Unaware of better options"
Feel: "That's great to hear! Having a working solution is important."
Explore: "Out of curiosity, on a scale of 1-10, how satisfied are you? What would make it a 10?"
Answer: "What if I showed you how to achieve that '10' while keeping everything that's working well?"
Reframe: "The goal isn't to replace what's working - it's to make what's working even better!"
What they really mean: "Past failures" OR "Our culture is different" OR "Fear of implementation"
Feel: "I respect that concern. Every company has unique challenges."
Explore: "Can you help me understand what specifically makes your company different? Have you tried something similar before?"
Answer: "Actually, we've successfully implemented this at [similar company]. Here's how we customized it for their unique situation..."
Reframe: "Rather than asking 'Will this work?', let's ask 'How can we make this work for YOUR specific situation?'"
Turn the objection into a reason to say YES!
Example:
Objection: "This will take too much time to implement."
Boomerang: "That's EXACTLY why we should start now! Every week we delay is another week of inefficiency. Let's begin today so we start saving time sooner!"
Feel: "I understand how you feel..."
Felt: "Many clients felt the same way..."
Found: "But what they found was..."
Address common objections BEFORE they come up!
Example: "You might be thinking this sounds expensive. Let me show you the ROI calculations upfront..."