ERP and finance software sales objections, and how to handle them
Selling ERP and finance software means asking organisations to touch the systems that run their books, their supply chain and their audit, and most have scars from the last change. These are the objections sales teams hear most often from CFOs, controllers, CIOs, and procurement, operations and audit leaders. Each one comes with a short video, the thinking behind the objection, and words you can use on your next call.
Objection map
| Objection | Who says it | One way in |
|---|---|---|
| “Audit will never sign off a change” | Head of Internal Audit | Make the audit trail part of the case. |
| “We've only just upgraded our ERP” | CFO | Ask what the upgrade didn't fix. |
| “Our systems integrator will say no” | CIO | Make the partner an ally. |
| “Our month-end close works” | Financial Controller | Ask what it costs the team. |
| “We can't risk disrupting operations” | COO | Ask what a safe change looks like. |
| “Our ERP already has a procurement module” | Head of Procurement | Ask why nobody uses it. |
Watch all 6 objections
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