Objection Handling Tips
Addressing "Your Product Doesn’t Fit Our Current Strategy" Objections
This prompt helps sales teams respond to prospects who believe your software doesn’t align with their current business goals or strategy. It focuses on understanding their priorities, reframing the product’s value in terms of their strategy, and offering solutions that align with their objectives.
Responsible:
Sales
Accountable, Informed or Consulted:
Sales, Marketing, Product
THE PREP
Creating effective prompts involves tailoring them with detailed, relevant information and uploading documents that provide the best context. Prompts act as a framework to guide the response, but specificity and customization ensure the most accurate and helpful results. Use these prep tips to get the most out of this prompt:
Research the prospect’s business strategy, goals, and recent announcements or priorities.
Prepare use cases or examples from similar companies that show alignment with the product.
Collaborate with product and marketing teams to align messaging with strategic objectives.
THE PROMPT
Help craft responses to objections where prospects claim that [specific software product or service] doesn’t fit their current strategy. Focus on:
Understanding Their Strategy: Recommending questions to explore their priorities and initiatives, such as, ‘Could you share more about your current focus areas?’ or ‘What are your key goals for this quarter or year?’
Reframing the Product’s Value: Suggesting ways to align the product with their strategy, such as, ‘[Product Name] is designed to support [specific priority, like scaling teams or automating processes], which aligns with [stated goal].’
Providing Relevant Use Cases: Highlighting examples or case studies of customers with similar goals who found value in your product, such as, ‘[Company X] initially felt the same but discovered [specific feature] helped achieve [specific result].’
Offering Flexibility: Proposing tailored solutions or phased implementations that align with their current roadmap, such as, ‘We can focus on [specific aspect] now and expand when your strategy evolves.’
Call-to-Action: Suggesting next steps, like a tailored discussion or resource share, such as, ‘Would it help to explore how we can complement your current strategy in a quick call?’
Provide example scripts or email templates that position your product as a strategic enabler, ensuring responses are relevant and aligned with their stated goals. If additional context about their strategy or priorities is needed, ask clarifying questions to refine the response.
Bonus Add-On Prompts
Propose strategies for creating customized presentations or demos tied directly to their strategy.
Suggest techniques for reframing features as enablers of their short- and long-term objectives.
Highlight methods for offering pilot projects or limited rollouts that align with their roadmap.
Use AI responsibly by verifying its outputs, as it may occasionally generate inaccurate or incomplete information. Treat AI as a tool to support your decision-making, ensuring human oversight and professional judgment for critical or sensitive use cases.
SUGGESTIONS TO IMPROVE
Focus on specific industries or verticals where strategies may vary significantly.
Include tips for leveraging future product roadmap discussions to align with their evolving goals.
Propose ways to integrate complementary services or add-ons that support their strategy.
Highlight tools for capturing strategic objections in CRM platforms for better tracking.
Add suggestions for developing industry-specific value propositions that fit common strategies.
WHEN TO USE
When prospects believe your product isn’t relevant to their current business focus.
During discussions with decision-makers focused on high-level strategic alignment.
To position your product as a valuable addition to their roadmap.
WHEN NOT TO USE
If the prospect’s strategy truly conflicts with the product’s capabilities.
When the objection stems from organizational inertia or resistance to change.