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Generative AI to anticipate objections

Here’s a fantastic use of generative AI in creating better product pages for a website.

It occurred to me that one way in which the best sales people improve their presentations is to anticipate objections. To do this, we need to dissect our sales story to discover the holes. I wondered if generative AI (I used GPT-4) would be good at this.

Reader, it was.

Firstly, I entered the prompt below. I’ve removed any identifying product details, as I don’t want to distract from the point of this exercise, and it would be unfair on the owner of the product page I used.

Then I’ve reproduced GPT-4’s response. If any of us here present genuinely don’t think an instant analysis like this of our sales copy will improve it, then truly, I take my hat off to your confidence.

  • Below is the text of a sales brochure for a XXXX. You are an experienced engineer and potential purchaser of the XXXX. What objections do you foresee with respect to the purchase?

(I then pasted in about 250 words of well-written, descriptive sales text from a product page)

This was GPT-4’s response

As an experienced engineer and potential purchaser of the XXXX, here are some possible objections or concerns I might have based on the provided sales brochure:

Size and Mounting Constraints: While the brochure mentions that the XXXX is suitable for situations with limited space, it doesn’t specify the exact dimensions of the device. This could be a concern, especially if the engineer needs to know the precise size for integration into a particular setup.

Environmental Protection: The brochure mentions a version for waterproofing, but it doesn’t specify the protection grade (e.g., IP67, IP68). What about protection against dust, corrosion, or other environmental factors?

Temperature Range: The brochure doesn’t mention the operational temperature range of the XXXX. Depending on the application, temperature fluctuations can impact the performance of an XXXX.

Longevity and Durability: There’s no mention of the expected lifespan of the XXXX or its durability under continuous use, which might be a concern for long-term projects or applications.

Calibration and Certification: Is the XXXX calibrated before shipment? Does it come with a calibration certificate? Some applications might require certified equipment.

Load Distribution: While YYYs and ZZZs are available, there’s no mention of how they affect the accuracy or distribution, especially in off-axis situations.

Customisation Lead Time: The brochure mentions that special versions of the XXXX can be manufactured for higher capacities, but it doesn’t specify the lead time for such customisations. This could be crucial for projects with tight deadlines.

Cost: The brochure doesn’t provide any information about the cost of the XXXX, especially the customised versions. Budget constraints could be a potential objection for some engineers or organisations.

Compatibility: Does the XXXX come with any output signal options (e.g., analogue, digital)? What about connectors or cables?

Warranty and Support: There’s no mention of warranty duration or the kind of post-purchase technical support that’s available, which could be a concern for many purchasers.

Feedback from Existing Customers: Testimonials or case studies from existing customers can provide valuable insights into the real-world performance and reliability of the product.

Availability of Accessories: While the brochure mentions YYYs and ZZZs, it doesn’t mention if other accessories or mounting options are available.

These are some of the potential objections or concerns that might arise from the provided sales brochure. It would be beneficial for the sales team to address these in their communications to ensure a more informed and confident purchase decision by potential buyers.

[end of response]