Objection Handling

Pretty much as any other project, a CLM implementation might generate specific obections among the Sales Force. Some of the most common ones together with propositions of responses are listed below:



1) OBJECTION. CLM will increase the ammount of administrative work done by the Sales Force.

ANSWER: When integrated with CRM, CLM will in fact reduce the ammount of work done at home as all calls will be automatically transferred to the CRM System. No more call reporting.





2) OBJECTION: CLM means too much control - everything is recorded.

ANSWER: Data in CLM provides qualitative rahter than qunatitative infomration. In most cases there is no specific target. For example we see that some screens are more commonly used than others. This information is neither negative nor positive - it does however provide useful feedback to marketing and sales managers on the utilization of promo materials.





3) OBJECTION: CLM will force me to follow a specific route, therefor I will not be flexible during the call.

ANSWER: Unlike a traditional slide-presentation promo materials in CLM are organized in such a way that depending on the conversation flow we can easily access only those parts that are of most value to the customer. With the exeption of some legally required content, no screens will be automatically displayed.

4) OBJECTION: CLM will not be accepted by my customers. Research results prove that CLM is widely accepted among the customers and that in fact it can help to increase time spent with the customers. One of the reasons for this is the fact that promo items are easily adaptable to meet each customers needs. Also they are highly interactive.