Handling objections with confidence
Ten typical objections in demonstrations, what's behind them, an answer you can back up, and how you show it in the conversation instead of just claiming it.
An objection is usually not a no, but an open question. Behind "too expensive" there's often "I don't see the benefit yet", and behind "data protection" the worry of doing something wrong. Listen, ask follow-up questions, answer briefly and show where you can, instead of explaining.
1. "That doesn't fit our phone system."
What's behind it: Uncertainty about whether IT or the provider will play along, and fear of a major conversion.
Answer: The number stays where it is. Any system that can forward to an external number works with call forwarding. For a direct connection, SIP is available in all plans, with guides for 3CX, Yeastar, easybell and others.
Show: The call forwarding generator with the prospect's provider.
2. "The AI won't understand everything."
What's behind it: Bad experiences with voice menus, worry about wrong information.
Answer: The agent answers from the prompt and the knowledge base. If it's missing a piece of information, it says so and offers a callback, as the templates specify. Technical terms and names that are often misunderstood go into the prompt.
Show: Let the prospect ask something that isn't in the prompt, and then something in their dialect.
3. "I have to discuss this internally."
What's behind it: Another person has a say in the decision, or the prospect wants to gain time.
Answer: "Of course. With whom, and what does that person need to know?" Offer to run the next meeting together, and arrange it straight away.
Show: Send the relevant pages in advance: Hosting and data for data protection, SIP phone systems for IT.
4. "What about data protection?"
What's behind it: The worry of processing callers' data incorrectly, often at the request of the data protection officer.
Answer: Web interfaces, data storage and real-time communication run in Frankfurt am Main. bhomy obtains the language models via an inference broker, and some of its providers are based in the USA, as disclosed in the data processing agreement. The agreement under Art. 28 GDPR is incorporated when the contract is concluded and is available in German. bhomy deletes transcripts after 30 days, and there are no audio recordings.
Show: The data processing agreement (opens in a new tab) with the list of sub-processors.
5. "Our customers don't want AI."
What's behind it: Concern about personal contact and reputation.
Answer: The agent doesn't replace the team, it replaces the voicemail and the busy signal. The templates contain the notice that an AI system is speaking. Anyone who wants to speak to a person is connected in the Pro plan or gets a callback.
Show: The entry with call forwarding only when unanswered. Then the agent only reaches callers who otherwise wouldn't have reached anyone.
6. "Can I try it out first?"
What's behind it: The wish not to take any risk.
Answer: Yes, with your demo assistant. You set it up with the prospect's details, and they test it for up to 14 days. A customer account of their own starts with a paid plan. With monthly payment, the contract runs for one month and renews if the customer doesn't cancel by the end of the month.
Show: Arrange the trial access right in the meeting, with an appointment shortly before it ends.
7. "Without a connection to our system, it's no use."
What's behind it: A particular CRM, practice or inventory management system is a given.
Answer: Connections to CRM and ERP systems and to Shopify work via webhooks, directly or via n8n, Make and Zapier. Starting without a connection is possible: the email after the call brings all the details into the inbox, and the connection follows in a second step.
Show: The Integrations page with today's route for their system.
8. "Pro is much more expensive than Starter."
What's behind it: The prospect needs a feature from Pro but only sees the price difference.
Answer: Pro costs €279 instead of €89 a month with annual payment and brings more than minutes:
| Starter | Pro | |
|---|---|---|
| Included minutes | 500 | 2,000 |
| Simultaneous calls | 1 | 3 |
| Agents | 1 | unlimited |
| Transfer to people | no | yes |
| Outbound API, webhooks, campaigns | no | yes |
| Support | Monday to Friday, 9 am to 6 pm | around the clock |
If the prospect needs none of this, Starter is right. If they need transfers, there's no way around Pro.
Show: The transfer live to your mobile.
9. "We're still looking at other providers."
What's behind it: A normal comparison, or a price offer the prospect uses as leverage.
Answer: "Sure, compare them using your use case. Call both assistants with the same three questions." Only compare factually and verifiably, with source and date, and without disparaging the competitor.
Show: The points that count for their trigger, such as data processing in Frankfurt am Main, appointments via Cal.com or SIP in every plan.
10. "I don't understand the prices."
What's behind it: Plan, minutes, packs, numbers and setup seem confusing together.
Answer: Explain it in one line per item:
| Item | Price |
|---|---|
| Plan | Starter €89 or Pro €279 a month with annual payment, €109 or €339 with monthly payment |
| More minutes | 100 minutes for €15, automatically if desired |
| Additional number | €6 in the Starter plan, €5 in the Pro plan, per month |
| Imported caller number | €5 a month plus connection costs |
| Setup | yourself, by you or as a setup package, see Setup packages |
All prices are net plus VAT, according to the price list at bhomy.ai/en/pricing (opens in a new tab). Always state the date on which the information applies.
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