How to handle "why should we go with you" objection

@camdencashhh

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Why it worked

The video provides high-value, actionable professional advice that directly addresses a common pain point, establishing the creator as an authority before delivering a low-friction CTA.

Summary

The creator explains a counter-intuitive sales technique for handling the "why should we go with you" objection by lowering pressure and creating curiosity. He suggests responding by expressing uncertainty and asking follow-up questions to engage the prospect.

Structure

1Identify the common mistake of getting defensive
2Introduce the counter-intuitive response
3Explain the psychological mechanism behind the technique
4Advise on the importance of pausing
5Conclude with the benefit of increased engagement

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The video promotes the creator's B2B sales consulting services via a DM call to action.

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How to handle "why should we go with you" objection

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Transcript

How to handle "why should we go with you" objection. Most people get defensive. They say, "Oh, we're good at this, we're good at that, the competitors are worse than this." And they do all these defensive mechanisms, and that's just the human brain, right? You don't want to do that. You want to relieve that sales pressure. So when a prospect says this, all you have to do is go, "Well, John, I'm not actually too sure if you should. I would actually need a little bit more information probably of how you guys operate in this area." And then I would follow up with some sort of situation question. Now, what does that do? This relieves the pressure of sales, of push, push, push, push, push, sell, sell, sell. We're good at this, we're good at that, feature dumping. When I say, "Well, I'm not actually too sure if you you should," and then I pause for about three seconds, that creates curiosity and it relieves the pressure of a sale. And it makes the prospect actually engage in a conversation, rather than put a guard up.