Industry
General
General
Objection Handling

I want more flexibility in payment terms.

Underlying Concerns:

  • The prospect might have budget constraints or prefer spreading out payments over time to better manage cash flow.
  • They may want reassurance that your company is willing to work with them financially, especially if the upfront cost feels high.
  • The prospect likely needs options that provide financial flexibility and make it easier for them to commit without straining their budget.
  • They want to feel confident that your company values the relationship and is open to accommodating their financial needs.

How to Tackle the Objection:

  1. Acknowledge their need for flexibility: Show empathy by recognizing that flexible payment terms can make a big difference in managing expenses.
  2. Offer customized payment plans: Reassure them that your company is open to providing tailored payment options that align with their cash flow or budget needs.
  3. Suggest phased payments or financing options: If applicable, offer solutions like phased payments, installment plans, or third-party financing to give them more control over payment timing.
  4. Emphasize your commitment to partnership: Highlight that you’re willing to work with them, showing that you value the relationship and want to find a solution that works for both sides.

Sample Script (Detailed and Simple Language):

Prospect: "I want more flexibility in payment terms."

You: "I completely understand, [Prospect’s Name]. Having flexibility in payment terms can make a big difference, especially when managing budgets and cash flow."

  • "We actually offer a few different options to help make things easier. For example, we can look at phased payments where the cost is spread out over several months, or even a custom installment plan that aligns with your budget cycle. This way, you don’t have to worry about a large upfront cost."

  • "If you’d like, we could also explore financing options through one of our partners. Many of our clients have found this helpful as it allows them to start benefiting from the service right away while paying over time."

  • "Our goal is to make this as manageable as possible for you, so I’d be happy to discuss what payment structure would work best for your needs. Would that help make things a bit easier?"


Probing Questions to Engage the Prospect:

  • "Are there specific payment terms you’re looking for, like monthly installments or phased payments? We’re flexible and can work with what suits you best."
  • "Would splitting the payments into smaller amounts over time help manage your budget more comfortably?"
  • "Have you considered financing options? We work with partners who can provide flexible terms if that’s of interest."

Call to Action:

Offer to set up a custom payment plan discussion or go over specific payment options, making it clear that you’re committed to finding a solution that meets their financial needs.

Example:
"Let’s discuss some payment options and find a structure that makes sense for you. I think a customized plan could be a great way to make this more manageable. Does that sound good?"


Key Points to Emphasize:

  1. Flexibility and Customization: Emphasize that your company is open to customized payment plans tailored to the prospect’s specific financial situation.

  2. Phased Payments or Installment Plans: Offer phased payments or installment options to spread the cost over a period of time, reducing the upfront burden.

  3. Financing Solutions: Mention any financing partnerships or options that allow them to pay over time while still benefiting from your product or service right away.

  4. Commitment to Partnership: Show that you value the relationship and are willing to work with them to find a financial solution that’s mutually beneficial.

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