Jonathan Davies, Specialist in IT Outsourcing Sales at Hays,
shares his thoughts on for common objections an outsourcing salesperson may
face. An expert in all aspects of the IT outsourcing sales markets, he would be
happy to hear from anyone interested in this post by email or on LinkedIn.
According to a
study conducted by PerDM, outsourcing is currently a growing trend as companies
look at ways to cut costs. However, despite the current popularity of outsourcing
companies, it is important for salespeople to be aware of potential objections
they may face and think about how to deal with them. By thinking about
objections a client may raise, you can plan and prepare for how you will deal
with them, which may make the difference between winning and losing a sale.
Below are 10
common objections that a client may raise regarding outsourcing:
1. “We’re worried
about additional costs that might come up.”
2. “You won’t be
able to dedicate enough time to us.”
3. “An internal
person would be more familiar with our network and systems.”
4. “We won’t be able
to build up a good relationship with an external engineer.”
5. “We’re worried
about security risks.”
6. “If something
goes wrong, our workers will be unproductive until you have time to resolve
it.”
7. “Will you
prioritise clients who pay more over us?”
8. “We don’t want to
harm morale in other departments.”
9. “We’re worried
this will disrupt continuity in our internal processes.”
10. “We don’t want to
lose control over the workings of our company.”
Which of these
are the biggest objections to your service? How would you respond to them?
Intresting question, I took the challenge to answer the first one:
ReplyDelete“We’re worried about additional costs that might come up.”
I would answer:
"If I well understood you fear that cost not considered while making the decision should come up later? If so, I would say that since we're experienced in this market our project managers could support your team in defining risks and plan responses to potential "surprises". I would say that since we bring our experience in this specific area your company is better protected from potential negative surprises. In any case you're exposed to potential surprises and higher cost even if your company don't choose outsourcing. Summarizing: our solution provide broader knowledge and a risk management plan that protect better our customers from surprises"
This post seems to be funny. every company will overcome on these issues before outsourcing their work. All these things will be written in agreement.
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