Objection handling guide template for IT sales

OBJECTION GUIDE · CLAIMS

Northwind

Answers to the hardest questions.

“You’re smaller than Accenture.”

→That’s why a partner runs your account, not a pyramid.

“We tried AI. It didn’t stick.”

→Most pilots stall on data. We fix that first, in 12 weeks.

“Your price is higher.”

→Tie our fee to leakage recovered. You pay from the savings.

“Who else in P&C?”

→Three top-20 carriers. Two will take your call.

ONE OBJECTION, FOUR MOVESNorthwind

“You’re smaller than Accenture.”

ACKNOWLEDGE

Yes, we’re a tenth of their size.

REFRAME

Size decides who staffs you. In a big firm, you’re one of thousands.

PROVE

Our partners run 4 accounts each. Theirs run 40.

ASK

“Who would run your program day to day?”

OBJECTION GUIDE · CLAIMS02 / 03

THE PRICE OBJECTIONNorthwind

“Your price is higher.” Show the math.

YEAR ONE, $M · TOP-20 CARRIER

4.5

Our feeTheir feeLeakage we recoverNet to you

Offer: tie part of the fee to leakage recovered. They pay from the savings.

ILLUSTRATIVE · BASED ON 3 CARRIER PROGRAMS03 / 03

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Objection guide · Claims