Overcoming objections to an IT audit is often best handled by asking questions of the client that make them decide all on their own that they need an IT audit.  By turning the tables on the client, you effectively make them the source of overcoming objections.

The key to overcoming objections is to make the client see the importance of what you are trying to sell.  You do this by asking them questions that help them conclude on their own that, gee, an IT audit does make the most sense.

Questions To Ask For Overcoming Objections

First you set up in their mind that there could be some potential problems here by asking:

  • When was most of your system installed?  
  • How long ago was that and who did that work?  
  • Is that person or company still maintaining the systems?  
By now, they’re starting to think, well, it’s been awhile since it was installed.  I don’t even remember who did it.  No, they haven’t been maintaining and we’ve kind of been slacking on that for the past six months to a year.  

Next, you move to asking about the maintenance:

  • What kind of maintenance is done and how often is it done?  
  • Do you have a log showing the maintenance activities and routine support requests?
  • Do you have any support history, or do you have copies of some support invoices and things like that?
At this point the client is thinking they are totally disorganized and lacking in maintenance and your job of overcoming objections is almost over.  

Finally, to really seal the deal, you ask about the number of people who’ve been involved with the system over the years.  If they’re typical of a sweet spot small business client, they have had three or five different companies involved over the past several years.  This means they have a hodgepodge mess and overcoming objections is easy after that.

The Bottom Line on Overcoming Objection
If you can turn the selling back onto the client, your success at overcoming objections is much greater.  When you allow the client to see why they need the IT audit without any hard selling, overcoming objections after that is quick and easy.

In this article, you’ve been introduced to overcoming objection. To learn more about how you can improve your knowledge about overcoming objection, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.