User Guide

Industrial Markets Solution Guide
Automotive Interior Trim Attachment
14
Anticipated Objections
ANTICIPATED OBJECTION THE UNDERLYING
QUESTION
ANSWER & EXPLANATION
1. We love your products but
your price is too high!
Do you feel that if you
buy our products it will
cost you more to do
business with 3M?
- Explain the 3M price/value story
- Eliminating process steps lowers overall
costs.
- Warranty costs and field failures are
greatly reduced or eliminated by using the
right quality product for a specific
application.
2. I like this product but it
doesn’t meet the OEM
Spec.
Does 3M have the
quality infrastructure to
support the automotive
market?
3M has tested their products to many
OEM specifications. Will another
specification apply for this application?
3. I would like to use your
product. However, a
competitive product is
specified for this
application.
I’m really not the
decision maker; you
need to talk to another
contact (centralized
purchasing OEM
Engineer, another Tier
Engineer, etc.).
3M has many contacts with both at the
OEM level and at key Tier manufacturers.
Who should we contact in order to get our
product on this specification or obtain a
waiver for this specification? (If customer
does not have a contact, sales rep may use
AIC Key Account Managers and OEM
Teams).
4. You are not one of our
approved suppliers.
I don’t have a comfort
level with 3M – I don’t
know you well enough.
You can purchase our products from one
of your preferred converters/distributors
or you can sign us up as one of your
preferred suppliers.
5. I never know whom to call
at 3M – you are difficult to
do business with.
I don’t know whom to
contact!
You may call me as your filed
representative and I will leverage the 3M
AIC to bring solutions to you.
6. Why don’t you develop
products for my specific
automotive applications?
Why don’t you partner
with me?
We have just focused our entire
organization to be customer centric. We
will focus on resolving your problems. I
would like now to understand your
requirements so that we can help you.
7. We already have too many
suppliers.
I don’t see the value in
working with one more
supplier.
Great!!! We can help reduce your
supplier base, because we are a full
solutions supplier with Tape, Adhesives
and Reclosable Fasteners, as well as other
3M
p
roducts. When would
y
ou like to