What are the most common objections you face when selling to enterprise customers during a product demo?

1 Objection 1: Your product is too complex or too simple

Enterprise customers often have specific and sophisticated needs, and they may challenge your product's capabilities or suitability for their use case. They may think that your product is too complex or too simple for their situation, or that it does not integrate well with their existing systems or processes. To overcome this objection, you need to demonstrate how your product solves their pain points, and how it fits into their workflow and environment. You can use case studies, testimonials, or references from similar customers to back up your claims. You can also show how your product can be customized or configured to meet their requirements, and how you can provide support and training to ensure a smooth adoption.

2 Objection 2: Your product is too expensive or too cheap

Enterprise customers often have a budget in mind, and they may compare your product's price with other alternatives or competitors. They may think that your product is too expensive or too cheap for the value it delivers, or that it does not align with their return on investment (ROI) expectations. To overcome this objection, you need to justify your product's value proposition, and how it helps them achieve their goals and outcomes. You can use data, metrics, or calculations to show how your product can improve their efficiency, productivity, or profitability. You can also emphasize your product's unique features, benefits, or differentiators that set it apart from other options. You can also negotiate on terms, discounts, or incentives that can make your offer more attractive or flexible.

3 Objection 3: Your product is too risky or too new

Enterprise customers often have a high level of risk aversion, and they may be reluctant to try a new or unfamiliar product. They may think that your product is too risky or too new for their situation, or that it does not have enough proof of concept or validation. To overcome this objection, you need to build trust and credibility with your prospects, and show them that you understand their challenges and concerns. You can use social proof, such as reviews, ratings, awards, or certifications, to show that your product is reliable and reputable. You can also offer guarantees, warranties, or trial periods, to show that you stand behind your product and that you are willing to reduce their risk. You can also highlight your product's innovation, agility, or competitive edge, to show that you are ahead of the curve and that you can help them gain an advantage.

4 Objection 4: Your product is not a priority or not urgent

Enterprise customers often have multiple projects, initiatives, or goals, and they may not see your product as a priority or as urgent for their situation. They may think that your product is not a necessity or not a problem-solver, or that they can delay or postpone their decision. To overcome this objection, you need to create a sense of urgency and importance with your prospects, and show them that your product is a must-have or a game-changer. You can use stories, scenarios, or examples to show how your product can help them overcome their current or future challenges, or how it can create new opportunities or possibilities for them. You can also use FOMO (fear of missing out), such as limited availability, exclusivity, or deadlines, to show that your product is in high demand or that they may lose out if they wait too long.

5 Objection 5: Your product is not approved or not supported

Enterprise customers often have multiple stakeholders, influencers, or decision-makers, and they may need to get approval or support from others before buying your product. They may think that your product is not approved or not supported by their boss, team, department, or organization, or that they do not have the authority or the budget to make the purchase. To overcome this objection, you need to identify and engage with the key people involved in the buying process, and show them how your product can benefit them and their roles. You can use presentations, proposals, or demos to show how your product can address their needs, interests, or objections. You can also use testimonials, referrals, or endorsements from other customers or partners to show how your product has helped them and their organizations.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?