Overcoming objections is a main aspect of sales. To be a successful systems provider you have to become an expert at overcoming objections to an IT audit.  

A time when overcoming objections is extremely useful is when you are trying to sell an IT audit.  There are no hard and fast rules when it comes to overcoming objections but there are some common objections you will hear.  The following are two objections and examples for overcoming them:

Objection 1:  Why do you need so much time to look around?

Overcoming Objection 1:  "I’ll tell you why we need so much time to look around.  Now, if I were your doctor and you were going for major surgery, would you want me to open up your chest if I didn’t first take an EKG and a chest X-ray and do some blood work? It’s really important for you and I to understand what it is that you already have.  We also need to be certain that your systems have been maintained over time and we need to know how they were installed in the first place.  Ignoring this inspection could cause a lot of problems such as emergency downtime and in extreme cases, data loss.  Any competent systems provider is going to insist on this same level of due diligence."

Objection 2:  But can’t you just start fixing what’s broken?

Overcoming Objection 2:  "Yes and no.  The repairs you’ve requested, if we take what you’re saying at face value, may end up causing more harm than good.  If we don’t take time to figure out what’s really wrong, we won’t know whether what we’re doing is helpful or not.  A big part of this whole audit process is figuring out what’s right and wrong so we can pinpoint the real cause of the trouble.  Without the audit, there’s a good chance you’re going to end up wasting a lot of time and money and still not have a really good solution.  Our goal is to figure out what is going to cause the least disruption and what’s going to be the most cost-effective solution to your current problem.  You are reporting a pain symptom and the IT audit is designed to determine what is causing the pain."

The Bottom Line on Overcoming Objections
Overcoming objections requires a good understanding of what it is you are trying to sell.  The key to overcoming objections is your knowledge and confidence.  Make your answers strong and convincing and you will become much better at overcoming objections.

In this article, you’ve been introduced to overcoming objection. To learn more about how you can improve your knowledge about overcoming objection, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.