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What objections can you overcome when selling ERP software?

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Selling ERP software can be challenging, especially when you encounter common objections from prospects. ERP stands for enterprise resource planning, and it is a type of software that integrates various business functions and processes, such as accounting, inventory, human resources, and customer relationship management. ERP software can help businesses improve efficiency, accuracy, and profitability, but not everyone is convinced of its value or feasibility. In this article, you will learn how to overcome some of the most frequent objections that you may face when selling ERP software, and how to persuade your prospects to take the next step.

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André Nunes de Lima

ENGENHEIRO DE VALOR - TOTVS SUDESTE MERIDIONAL - Ajudando Empreendedores a entender a Gest?o e simplificar os Negócios.…
Dominic Blank

?? Helping companies hire and train great sales talent I ?? Passionate sales entrepreneur
Mateus Martini

Key Account Manager no Hub Seven | AWS Accredited | Fortinet Certified | MBA em Gest?o de TI | MBA em Desenvolvimento…

1 Objection 1: ERP software is too expensive

One of the most common objections that you may hear from prospects is that ERP software is too expensive for their budget. They may argue that they cannot afford the upfront costs, the ongoing maintenance fees, or the potential disruptions to their operations. To overcome this objection, you need to demonstrate the return on investment (ROI) of ERP software, and how it can help them save money and time in the long run. You can use case studies, testimonials, or calculators to show them how much they can reduce their operational costs, increase their revenue, and improve their cash flow by using ERP software. You can also offer them flexible payment options, such as monthly subscriptions, financing, or discounts, to make the purchase more affordable and appealing.

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Dominic Blank

?? Helping companies hire and train great sales talent I ?? Passionate sales entrepreneur
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The common ones are listed here - "too expensive", "no budget", "no need", "competitor has feature XYZ". The key to handling all of these and any objection in sales is not to immediately answer and jump into "defending mode". Instead, ask a question back wanting to understand what they really mean by that or why they are asking. Then, with this as "ammunition", you can answer way better. Example "you are too expensive". Your answer: "Too expensive compared to...?"

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Mateus Martini

Key Account Manager no Hub Seven | AWS Accredited | Fortinet Certified | MBA em Gest?o de TI | MBA em Desenvolvimento de Negócios
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Na venda de software ERP, superar a obje??o do cliente em rela??o ao pre?o envolve uma abordagem estratégica e transparente. Em primeiro lugar, é crucial destacar os benefícios tangíveis que a solu??o oferece, enfatizando os ganhos em eficiência, redu??o de custos operacionais e melhoria na tomada de decis?es. Além disso, ao apresentar casos de sucesso e depoimentos de clientes que alcan?aram retornos significativos com a implementa??o do ERP, é possível demonstrar o valor a longo prazo do investimento. é essencial estabelecer uma comunica??o aberta, esclarecendo detalhadamente o custo-benefício e mostrando como o investimento no software ERP é um passo estratégico para o crescimento e eficiência operacional da empresa cliente.

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Anupam Singh

Digital Transformation Consultant|| Converting Factories into Smart Factories|| Ex State Treasurer of Uttar Pradesh MSME || Lean Six Sigma All Belts Certified || ERP/MES/IMS/IOT Solution Expert
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1. Cost: Highlight long-term savings and increased efficiency. 2. Complexity: Assure seamless implementation with robust support. 3. Customization: Emphasize software flexibility for tailored solutions. 4. User Resistance: Showcase user-friendly interfaces and comprehensive training programs.

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2 Objection 2: ERP software is too complex

Another common objection that you may encounter is that ERP software is too complex for their needs. They may claim that they do not need such a comprehensive solution, that they are happy with their existing systems, or that they do not have the skills or resources to implement and use ERP software. To overcome this objection, you need to educate them on the benefits of ERP software, and how it can simplify and streamline their business processes. You can explain how ERP software can eliminate data silos, redundancies, errors, and inefficiencies that may be plaguing their current systems. You can also show them how user-friendly and customizable ERP software is, and how it can adapt to their specific requirements and preferences. You can also offer them support and training services, to help them with the implementation and adoption of ERP software.

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André Nunes de Lima

ENGENHEIRO DE VALOR - TOTVS SUDESTE MERIDIONAL - Ajudando Empreendedores a entender a Gest?o e simplificar os Negócios. #BeSimple
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Este momento de obje??o pede uma a??o de "dar conforto ao cliente", explicar que o processo é uma Jornada, feita a cada passo com o apoio de uma empresa que sabe conduzir o processo. Evidenciar também com Cases de sucesso sempre é uma ótima estratégia.

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Mateus Martini

Key Account Manager no Hub Seven | AWS Accredited | Fortinet Certified | MBA em Gest?o de TI | MBA em Desenvolvimento de Negócios
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Superar a obje??o do cliente em rela??o à complexidade do software ERP requer uma abordagem educativa e focada na simplicidade. é essencial destacar a interface intuitiva e as funcionalidades user-friendly do ERP, demonstrando como a solu??o é projetada para ser acessível e fácil de ser utilizada. Além disso, a apresenta??o de casos de sucesso de empresas semelhantes, que obtiveram sucesso na ado??o do software ERP, contribui para dissipar receios relacionados à complexidade. Ao fornecer demonstra??es práticas e evidenciar os benefícios de longo prazo, é possível convencer o cliente de que a supera??o inicial de desafios vale a pena diante dos ganhos substanciais em eficiência e gest?o empresarial.

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3 Objection 3: ERP software is too risky

A third common objection that you may face is that ERP software is too risky for their business. They may worry that ERP software will compromise their data security, expose them to cyberattacks, or violate their compliance regulations. They may also fear that ERP software will cause downtime, glitches, or compatibility issues that will affect their productivity and performance. To overcome this objection, you need to reassure them on the reliability and security of ERP software, and how it can protect and enhance their business. You can highlight the features and standards that ERP software follows to ensure data privacy, encryption, backup, and recovery. You can also emphasize the quality and availability of ERP software, and how it can prevent or minimize technical problems and disruptions. You can also provide them with references, guarantees, or warranties, to build their trust and confidence in ERP software.

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4 Objection 4: ERP software is not a priority

A final common objection that you may deal with is that ERP software is not a priority for their business . They may say that they have more urgent or important issues to address, that they are not ready for a change, or that they are satisfied with the status quo. To overcome this objection, you need to create a sense of urgency and value for ERP software, and how it can help them achieve their goals and overcome their challenges. You can ask them open-ended questions to uncover their pain points, needs, and aspirations, and how ERP software can solve, fulfill, and exceed them. You can also use stories, analogies, or comparisons to illustrate the impact and difference that ERP software can make for their business. You can also leverage social proof, such as reviews, ratings, or awards, to show them how other businesses have benefited from ERP software.

Selling ERP software requires skill, patience, and persistence. By anticipating and addressing these common objections, you can increase your chances of closing more deals and growing your sales career.

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Mateus Martini

Key Account Manager no Hub Seven | AWS Accredited | Fortinet Certified | MBA em Gest?o de TI | MBA em Desenvolvimento de Negócios
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Neste caso, é fundamental demonstrar os benefícios imediatos e a vis?o de longo prazo que a solu??o oferece. Destaque como o ERP pode resolver desafios específicos que a empresa enfrenta atualmente, melhorando processos e eficiência operacional. Apresente exemplos de empresas similares que, ao priorizar a implementa??o do ERP, obtiveram ganhos significativos em produtividade e competitividade. Ao evidenciar a relevancia estratégica do software ERP para o crescimento e sustentabilidade do negócio, é possível posicionar a implementa??o como uma iniciativa que n?o apenas atende às necessidades presentes, mas também prepara a empresa para desafios futuros, consolidando-a como uma prioridade estratégica.

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5 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?

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What objections can you overcome when selling ERP software?

1

2

3

4

5

1 Objection 1: ERP software is too expensive

2 Objection 2: ERP software is too complex

3 Objection 3: ERP software is too risky

4 Objection 4: ERP software is not a priority

5 Here’s what else to consider

Technical Sales

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What objections can you overcome when selling ERP software?

1

2

3

4

5

1 Objection 1: ERP software is too expensive

2 Objection 2: ERP software is too complex

3 Objection 3: ERP software is too risky

4 Objection 4: ERP software is not a priority

5 Here’s what else to consider

Technical Sales

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