barney2021

Account Executive

Need some help objection handling a minimum charge scenario

Hey Everyone,

I need a hand with an objection handle. We resell another software as part of our solution and have a minimum charge. If you go directly there is no minimum charge.

Does anyone have a kick-ass objection handle for a minimum charge when a client is asking (not sure if they know direct is no minimums)?

🏰 War Stories

👑 Sales Strategy

🥎 Training

16 comments

Sort by:

E_Money

Big Shot

💰

"You get what you pay for" is always a nice go to, outline why the minimum charge is there and how the extra cost ends up coming back to them.

If you can't do that then just lie, lie until you are blue in the face and your pockets are full

SADNESSLieutenant

Politicker

Officer of ♥️

+1 I'll add, until your pockets are blue too ;)

QueenSoopers

Opinionated

Account Executive

“totally get the frustration but unfortunately this decision was made above my pay grade. my hand are tied”

braintank

Politicker

Enterprise Account Executive

What's the advantage of buying from you vs direct?

barney2021

Tycoon

Account Executive

They have it all in one place instead of separate logins

braintank

Politicker

Enterprise Account Executive

And how much money do they save by buying directly?

Is this SaaS?

TreTime

Catalyst

Account Executive

Pump up your value prop. Minimums are minimums - you have to steer this conversation away from Price. Paint the picture why this is important for them - be confident in your message.

barney2021

Tycoon

Account Executive

Yep Saas they don't save as we are a reseller with a minimum charge and they can go direct to the source with no minimums.

TennisandSales

Politicker

Head Of Sales

yeahhh you have to think about why is it better for THEM to go with you vs direct. think about what benefits they get and make sure they agree that its important to them.

AnchorPoint

Politicker

Business Coach

If you know this is a constant objection, you should address it in your presentation and overcome it with the added value you bring - don't wait for the client to ask.

UserNotFound

Politicker

Account Executive

I disagree. I believe if something is a common objection to let the prospect ask about it and give them a solid answer. Fulfill their need to object/feel like they were thorough and wow them with your response.

SADNESSLieutenant

Politicker

Officer of ♥️

'Absolutely. You can totally get it from them (agree with them to disarm) however you should know there's a reason it's cheaper with them, when you buy through them in order to get the same value we would give you, you would actually have to spend x more dollars than what we charge. & even then would only get a fraction of the value add you get by buying through us. It really depends on your business needs. How important is *awesome value add you have by integrating* to your business?'

barney2021

Tycoon

Account Executive

That's great thank you!

DungeonsNDemos

Big Shot

Rolling 20's all day

Is this along with a business case where you have built out the value?

I agree that "you get what you pay for" holds true. You should build your sale so that they trust and want to buy from you, and not the other 12 vendors they could go with.

IYNFYL

Politicker

Enterprise SaaS AE

If there is a value prop in bundling together, such as getting to rollout under one company versus dealing with two assholes, then I would present it that way

CuriousFox

WR Officer

🦊

What did you say?

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.