Inadequate

Method

Claim that what is being suggested is inadequate or that it does not meet real needs.

Say that they are being too conservative and need to go back to the drawing board. Be careful with this as it may result in them returning with an even more unacceptable solution.

You can also say that they have not understood needs and that their solution is addressing the wrong problem or that it will otherwise not meet the requirements of the situation.

Example

Sorry, you've just not got the point, have you? Perhaps you should have spent more time with customers in setting out requirements.

Nice idea but it's not enough. We'll need a bigger system to be able to use outdoors as well.

This is not enough. I don't think you've got anything here that will fit the bill. I do have very exact needs, you see.

That's a rather simplistic view. Our requirements are more than this would allow.

Discussion

The main idea with this objection is to send them away but not to put them off altogether. Making them think they still have a chance to persuade you at a later date is likely to reduce their attempts today to rescue the deal, so buying you time today.

This is not necessarily a very kind method if it means they will have to do a lot of work in preparing a revised proposal for you.

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