Objection Handling

Approach Overview

Objection handling is a key skill for Alakris Group solution sales managers. Our solutions are complex and require business approach changes, which naturally causes resistance. It's important to understand that objections are not refusals, but opportunities to better understand client needs.

Objection Classification

By Content

• Price and budget
• Implementation complexity
• Payback time
• Data security
• System integration
• Change resistance

By Source

• Financial constraints
• Technical concerns
• Organizational barriers
• Personal resistance

Objection Handling Techniques

ACKNOWLEDGE Method (Recognition)

1. Acknowledge - Recognize the objection
2. Clarify - Clarify details
3. Know - Propose solution

Feel-Felt-Found Method

• "I understand how you feel..."
• "Other clients felt the same way..."
• "They found that..."

Question Translation Method

• "What exactly concerns you about this?"
• "What negative experiences have you had?"
• "What results do you want to achieve?"

Typical Objections and Responses

Objection: "Too expensive"

Understanding

• Learn about client budget
• Determine perceived value
• Compare with alternatives

Response

"I understand your concerns about investment. Let's look at this from another perspective:

1. ROI Potential: Our clients average 40-80% efficiency increase, meaning payback within 6-12 months.

2. Comparison with manual processes: Automation allows 30-50% operational cost reduction.

3. Flexible models: We offer gradual implementation to minimize initial investment.

For example, a retail client with 10 stores achieved payback in 8 months and $150,000 annual savings."

Objection: "Too complex to implement"

Understanding

• Learn about current systems
• Assess IT resources
• Determine change readiness level

Response

"I understand that implementing a new system may cause concerns. Here's how we simplify this process:

1. Gradual implementation: We start with one area and scale as the team adapts.

2. Full support: Our team accompanies you at every stage - from planning to optimization.

3. Team training: We provide training for all employee levels.

4. Integration: Our system easily integrates with existing POS, CRM, and other systems.

For example, a franchising network with 50 locations implemented the solution in 6 months without stopping operations."

Objection: "Unsure about data security"

Understanding

• Learn about security requirements
• Determine regulatory constraints
• Assess data importance

Response

"Data security is our priority. Here's how we ensure protection:

1. Encryption: All data is encrypted both in transit and at rest.

2. Standard compliance: We comply with ISO 27001, GDPR, and other international standards.

3. Regular audits: Independent experts regularly check our security.

4. Access control: Fine-grained access rights for different roles.

5. Backup: Automatic backup with geographic separation.

Many of our clients, including financial institutions, trust us with their critical data."

Objection: "We already have a system"

Understanding

• Learn about current system
• Determine its limitations
• Assess satisfaction level

Response

"Great that you already have a system! Let's see how we can add value:

1. Integration: Our platform easily integrates with existing systems via API.

2. Complement: Instead of replacement, we can complement your current solutions with AI features.

3. Centralization: We can unite data from different systems in a single ecosystem.

4. Gradual replacement: You can start with one area and gradually replace functions.

Many of our clients start with integration and gradually move to a full ecosystem when they see results."

Objection Prevention

Preparation

• Preliminary client research
• Preparation of answers to typical objections
• Relevant case selection
• Effectiveness proof preparation

Meeting Structure

• Trust establishment from the start
• Need identification before presentation
• Gradual solution disclosure
• Understanding verification at each stage

Urgency Creation

• Time limitations
• Budget cycles
• Competition
• Seasonal factors

Practical Scenarios

Scenario 1: Franchising

Objection: "We have a complex structure, nothing will work."

Response: "Precisely because you have a complex structure, you need a system that can manage this complexity. Our multi-agent platform is specifically designed for network business with centralized management and local adaptation."

Scenario 2: Retail

Objection: "We can't stop operations for implementation."

Response: "We implement solutions without stopping operations. We start with parallel launch, test at one location, then scale. Retail implementation always occurs in real-time operation."

Scenario 3: SMB

Objection: "We don't have an IT department."

Response: "Exactly for such companies we created a cloud solution without requiring an IT department. Everything works out of the box with minimal maintenance. Our 24/7 support will help with any questions."