Customers say “That’s not a problem for us” for a reason. Here is what usually sits behind it, how to respond and what to avoid.
Either the problem truly does not affect them, or they have learned to live with it, or it is sensitive to admit. A statement of fact is rarely changed by an argument. A question about a nearby situation can reveal whether the problem exists in some form.
Typical in: Software and SaaS, Manufacturing and logistics, Professional services
Pick the framework that fits the customer. The wording is an example direction, not a script: say it in your own words.
Ask what sits behind the objection, so you answer the real concern.
“That is good, and I would like to understand why. What do you do when X happens? Does it ever cause you difficulty, even occasionally?” Make X specific to their business.
Offer an example, a reference or a sample the customer can check. Never an invented figure.
“Some companies tell me the same, until they look at what it actually costs them. Would you like to see a quick way to check, with your own figures, whether it affects you at all?”
End politely and leave the door open. A respectful no can still be a good call.
“Then you have nothing to solve, which is the best position to be in. If it ever starts to matter, I will be happy to help.”
After your response, ask:
When did this last cause a delay, a complaint or extra work, even a small one?
Avoid: Everyone says that until it hits them.
A fatalistic remark that sounds like a threat. It tells the customer you assume they are wrong and will regret it.
Reading is not the same as saying it. Talk to an AI customer who raises this kind of objection and see in the report which sentence helped.
Practise this objectionEither the problem truly does not affect them, or they have learned to live with it, or it is sensitive to admit. A statement of fact is rarely changed by an argument. A question about a nearby situation can reveal whether the problem exists in some form.
Clarify before you answer: “That is good, and I would like to understand why. What do you do when X happens? Does it ever cause you difficulty, even occasionally?” Make X specific to their business. Offer proof: “Some companies tell me the same, until they look at what it actually costs them. Would you like to see a quick way to check, with your own figures, whether it affects you at all?” Exit gracefully: “Then you have nothing to solve, which is the best position to be in. If it ever starts to matter, I will be happy to help.”
When did this last cause a delay, a complaint or extra work, even a small one?
Avoid “Everyone says that until it hits them.” A fatalistic remark that sounds like a threat. It tells the customer you assume they are wrong and will regret it.
Educational conversation training. It is not legal or financial advice and it promises no results. Always follow your company’s rules, the terms of the product and a customer’s clear no.