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Objection Crusher: “I Don’t See the ROI”
How to turn cost concerns into value clarity
When a buyer says they “don’t see the ROI,” it’s rarely about math. It’s about confidence. They haven’t connected the dots between your solution and their most urgent outcomes.
Average reps start listing features. Great reps reframe the conversation entirely—from cost to consequence.
This objection is your cue to slow down, zoom in on impact, and show what’s at stake if they don’t move forward.
Your Ready-to-Use Scripts
When they say: “I just don’t see the return here.”
Say: “Fair question. Let’s work through it together, what would a win look like for you in the first 90 days?”
When they say: “The numbers don’t really add up for us.”
Say: “Understood. Want to revisit the cost of the current problem? That’s usually where the real ROI hides.”
When they say: “I’m not sure this will really move the needle.”
Say: “Totally fair. Can I show you how teams in your space measured success with this?”
When they’re hesitant but not saying why.
Say: “Sounds like we might not be hitting on the outcomes that matter most want to talk through them again?”
Action Steps This Week
Train reps to define ROI collaboratively don’t just pitch numbers, build the case together.
Use client success stories to show real-world results.
Build a “value calculator” slide or tool your team can customize on calls.
Coach reps to ask ROI questions early don’t wait until objections surface.
When value is clear, price becomes secondary.
