人们更喜欢跟他们认识和信任的人做生意，所以当潜在客户说出下面两句话时，你可能是特别难以回复：
I’ve never heard of your company
Your product sounds great, but why should I try a company that isn’t on my list?
当潜在客户抛出信任异议时，不用去回击或沮丧，相反，你应该把这种异议当作是潜在客户对一些重要信息的要求，也应该看作是一个来解释你的产品会对他们有价值的机会。
回应关于这类问题的一个好方法是：向他们提供一个关于你们价值主张的快速的总结，这将有助于他们理解下面3个方面：
你们是一个认真且专业的公司
你们是一个有客户案例和客户信任的公司
你们的产品是有效有价值的
下面是一个回应这个问题的常用对策：
We’re a company that sells [XXX], I’d love to speak with you about [简单描述客户痛点或客户痒点] and see if we can help.
We are able to [你可以为客户提供什么产品或解决方案] to your business. Unlike larger companies that offer Take It or Leave It packages, we are more flexible and able to dial in specifically to your needs.
I understand why you’re asking and it’s completely valid. Let me explain: we’re a [B2B XXX company] that helps [简单描述你的公司/产品可以为客户带来什么好处或解决什么痛点], and so far we’ve helped more than 50+ companies including your [competitor A and competitor B] improve [描述具体改进的事情] like no other.
Yes our larger competitors offer similar solutions, however they aren’t able to match the level of customer service we provide. We are more available and provide service and solution training on your schedule rather than when we can fit you in like our competitors.
Being a smaller company means we don’t have the overhead costs of many of our competitors. Where they will charge you for [training sessions, or set up fees] for their solutions, we won’t, and where there are items with fixed costs, we are going to be less expensive as we don’t mark up our services as steeply as they might.
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