Work management and collaboration sales objections, and how to handle them
Selling work management and collaboration software means competing with tools people already have, including the spreadsheet they always go back to. These are the objections sales teams hear most often from CIOs, PMOs, COOs, CFOs, and IT security and agency operations 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 |
|---|---|---|
| “We have to work in our clients' tools” | Head of Operations | Start inside the team. |
| “We're cutting software spend” | CFO | Ask what happens when it goes. |
| “Our productivity suite already includes it” | CIO | Find where included stops being enough. |
| “We went back to spreadsheets” | COO | Ask why the last one failed. |
| “Every team uses a different tool” | Head of PMO | Ask what leadership can't see. |
| “Too many tools already” | Head of IT Security | Offer control, not another app. |
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