Overcoming objections is something you must know how to do well.  In the fist part of this article we showed you two specific examples of overcoming objections to an IT audit.  

In this second part we give you three more examples of expertly overcoming objections.

Objection 3:  Isn’t this an overkill for a company our size?

Overcoming Objection 3:  Well, if IT is important to you, think about this:  Would you go on a long trip if you didn’t first check out your tire pressure, oil level, and fuel gauge? Would you make a major real estate purchase without having an independent property appraisal? You really need to be able to have an independent appraisal of what’s going on with your IT systems.  What we’ve found over the years is that, what appears to be the issue on the surface is not what is causing the problem at all.

Objection 4:  Can’t you just throw it all away and start over?

Overcoming Objection 4:  That sounds good, but there can be a big danger in either buying too much or buying too little.  If you under-buy that means you underestimate your true needs and you just pick the cheapest alterative.  What inevitably happens is you have to throw away what you bought just a few months ago.  On the other hand, you certainly don’t want to over-buy.  That’s why we need to really understand what you need and then project where you’re going with your company and what systems will get you there most efficiently.  That’s what a needs analysis and assessment is all about.  

Objection 5:  Can’t our internal guru do some of this work to save us some money?  

Overcoming Objection 5:  Well if that is how you want to go, then I’ll tell you specifically what you will need for an untrained person to do the IT audit.  Then you can decide whether your internal guru can handle it.  There are six critical things you will need to do an audit yourself:  (1) a complete system documentation that’s up to date, (2) a maintenance history of what’s been done so far, (3) a support call log, (4) a list of the kinds of support calls that are being generated on a regular basis, (5) a complete up-to-date asset inventory, and (6) a history of any recent projects that have been undertaken as well as a very, very detailed list from you of what exactly needs to be done.  

This long list of items that the client surely does not have, is usually enough for them to decide that objecting is a waste of time.

The Bottom Line on Overcoming Objection
The key to overcoming objections is to be quick.  You have to know your stuff and you need to make their heads spin just trying to absorb everything you are going to do.  When they  start to realize they can’t possibly do without the audit and that they can’t do it themselves, then overcoming objections is a thing of the past.

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.