proposing 1 idea to each objection
1) A major objection in really most any sale is price, and thisis no different. Mr. Christensen has just tried to sell me on alarge, and expensive change. I would be more likely to be on boardhad he presented the costs versus savings in print so I can reallysee the trade-offs in front of me. If you're just putting outnumber after number I'm more likely to object or stall the salebecause I can't SEE and evaluate the true sums and savings onpaper.
2) My second objection would most likely come from clearing theback junk off the lot for the new installation to occur. If I'm abusiness person, I'm not going to be chomping at the bit to use mypaid employees to spend their time clearing out the space for theirsale rather than doing their normal jobs! This is time and moneyout of my pocket to accommodate a sale I didn't necessarily askfor.
3) Lastly, I can find myself having an objection to the change!Being in business you often find yourself stuck with what you know.I know I personally will run in my rut when I know it works and Ialready have it properly budgeted. I often have to be convincedit's truly worth my time to adjust funds and shift our everydaypractices and usages to account for a change. So is this changeREALLY worth that to me as a manager in convenience andproductivity to make the switch.
