ORIGIN Onboarding Tests
Act 05, How we sell Section 08 of 13

Every client raises objections. They are not rejection. They are the client thinking out loud, and there is one calm way to answer all of them.

4Steps, for every objection
CalmOne way to answer all of them
30sTo say all four steps aloud
Learn the four steps
Part 1

The method: four steps

Four steps, in this order

  1. 1Acknowledge. Show you heard them.
  2. 2Reframe. Move from the objection to the real question behind it.
  3. 3Bridge. Connect to what ORIGIN offers, with proof.
  4. 4Close. End with a question that moves the conversation forward.

Do not memorise sentences. Practise the four steps until your own words come naturally.

Two of the four steps at work

StepOn "You are too expensive."
ReframeThey are not buying our time, they are buying the outcome.
BridgeOffer to show how a similar engagement paid back.

Whatever the objection, a price is never yours to give. The next section shows what to do when a client asks for less.

A client says: "You are too expensive." You have shown you heard them. Which line reframes?

From the objection to the real question behind it.

In practice

Take "you are too expensive" and say all four steps aloud, in your own words, in under thirty seconds. Then ask a colleague to raise another objection.

Remember

Acknowledge, reframe, bridge, close.

Part 2

The ones you will hear most

The objectionHow to answer
"You are too expensive."They are not buying our time, they are buying the outcome. Offer to show how a similar engagement paid back.
"We already have an agency."Good. Who makes sure the agency follows the strategy? We can guard it without replacing it.
"We only need a website or a logo."We can deliver that well as service work. Do not push a bigger programme they did not ask for.
"We tried this before and it failed."It usually fails because strategy and execution were bought separately. Show how one accountable partner changes that.
"Send us a proposal."Gladly. First ask what must be settled before they can decide: budget, timing or people?
"Can you do a free pilot?"A pilot is a small trial project. A free sample would misrepresent us. Offer a small, paid first step that proves the model.
"Our internal team can do it."They should, that is why they are there. Can they do it while running the daily work? Our transfer model makes them stronger.
"We need it in two weeks."Be honest about what two weeks can and cannot deliver. Ask what is driving the date.

A client likes the idea and asks: "Can you do a free pilot?" How do you answer?

A free sample would misrepresent us, and a price is never yours to give.

Remember

An objection is a question that has not been asked properly yet.

Your part

Before you move on

Three questions before you move on. Type your answer, send it, then check it.

Your answers stay on this device.

1What are the four steps for answering an objection?

The answerAcknowledge, reframe, bridge, close.

2A client says "we already have an agency". How do you answer?

The answerGood. Who makes sure the agency follows the strategy? We can guard it without replacing it.

3A client says "we need it in two weeks". How do you answer?

The answerBe honest about what two weeks can and cannot deliver. Ask what is driving the date.

Answer all three and this section is yours.
ORIGIN

Acknowledge, reframe, bridge, close.

Next: why we do not discount, and how a deal closes.

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