Capability Objections

Capability objections are objections where the buyer sees the value of solving the problem but raises doubt about the capability, capacity or genuiness of the sellers solution. There are two kinds of capability objections:

1. Capabilty can't objections
   1. These kinds of objections occur when you do not have the capability to meet a need that is of high value to the prospect
2. Capability Can objections

• • These objections occur when you do have the capability but the buyer does not recognize it yet.

Strategy for 'Can't' objections

1. Acknowlegde that you can't meet the need
2. Increase the value of the capabilities that you do have

Strategy for 'Can' objections

1. Acknowledge the legitmacy of the buyers concern
2. Demonstrate your capability
3. Show proof, where nessary. Provide sources of proof. (See also: Social proof