What do you say when your prospect says, "It's too much trouble to switch."

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"Yeah, it's really too difficult to switch over."

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First of all, guy to your right please just relax.  Take it easy!  

Dude, take a chill pill. I mean seriously, what's all the  

fuss about?  Ok, let's get to the center of why we're all reading this newsletter.  Let's examine why your prospect is even responding this way.  Some possible reasons include:

1.  They don't know you and as a result, you lack credibility.

2.  They have no time.

3.  They are not open to new ideas.

4.  They are just too busy to worry about saving money.

5.  They are just mean people.

6.  They had a bad day.

7.  They just switched vendors.

8.  They have no patients (and if they were a doctor they would also be bankrupt)

9.  They are not the decision-maker.

At this point, one could argue why even go on?  The reasons why prospects say, "Yeah, it's really too difficult to switch over" are really endless.  In many cases, you are being tested.  Your prospect is testing you.  Yes, you read that correctly!  Do you think that you're the only one calling on them?  Of course not!  Guess what?  Most salespeople who have encountered this sales objection just move on to the next prospect.  As a result, your prospect is conditioned to respond in such a manner and really expect you to just move on and hang up the phone.  That's why you need to take the bull by the horns and respond!   

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Below is a list of possible responses to "Yeah, it's really too difficult to switch over"

(First name of prospect), I understand how you could respond this way.  I mean if you have no concrete numbers at hand to compare to with what you could be doing with us then I can clearly see how you might respond this way.  Perhaps, if we visited your office and learn more about what you do then we could provide you specific savings over a period of time.  Give you something measurable.  I'm thinking this would then help you make the best decision possible?   Can you see any drawback to this idea?

(First name of prospect), when you say that "it's too difficult to switch over" can you tell me a bit more about why you think it might be difficult?"  When was the last time you took the time to compare vendors?  

(First name of prospect), what would motivate you if we made it an easy switch? 

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