How to Handle:
“We want to run a pilot first”
Pilot requests are often buying signals—they want to validate before committing. The key is structuring pilots for success and clear conversion to full deals.
Why Prospects Say This
They need to prove value before getting budget approval. Internal stakeholders need to experience the product. They're reducing risk by testing first. Past purchases without pilots have failed.
Best Responses
The Structured Pilot
“A pilot makes sense—let's set it up for success. I suggest we define clear success metrics, a timeline, and the decision criteria upfront. That way, we both know what 'working' looks like. What would you need to see?”
Why It Works
Structures the pilot with clear conversion criteria.
Best For
Serious buyers doing due diligence
The Fast Track
“We can do a pilot. Our typical pilot is [duration] with [scope]. Most customers convert because the results are clear by then. What's the fastest path to getting a small group started?”
Why It Works
Shows confidence while moving quickly.
Best For
When you have strong pilot conversion rates
The Commitment Balance
“Happy to do a pilot. Here's how we structure them: you commit to a defined evaluation period and success criteria, we commit to dedicated support. At the end, if we hit the metrics, we move forward. If not, you walk. Sound fair?”
Why It Works
Creates mutual commitment to a fair evaluation.
Best For
Balancing risk for both parties
Do's and Don'ts
Do This
- Define clear success metrics upfront
- Set a specific timeline with decision point
- Provide dedicated pilot support
- Get commitment to convert if successful
Don't Do This
- Let pilots drag on without end dates
- Treat pilots as free trials with no structure
- Skip defining what success looks like
- Provide less support during pilots
Follow-up Questions to Ask
“What would success look like in a pilot?”
“Who needs to be involved in evaluating results?”
“What's a realistic timeline for a fair evaluation?”
“If the pilot succeeds, what's the process for full rollout?”
Industry-Specific Variations
“Our procurement requires a proof-of-concept”
“Completely understand—we've done many enterprise POCs. Let's define the success criteria, timeline, and stakeholders upfront so there's a clear path from POC success to full deployment.”
“We want to pilot with one department first”
“Smart approach—healthcare rollouts should be careful. Let's pick a department where we can show clear results and measure impact. Which department has the most to gain from this?”
Pro Tips
- Track your pilot conversion rate—it should be high
- Pilots that fail to convert often had poor success criteria or stakeholder buy-in
- Consider charging for pilots to ensure skin in the game
- Over-support pilots—they're your best sales tool
Tired of Handling Objections?
Let us handle the prospecting and objections for you. We book qualified meetings with decision-makers who are ready to talk - no cold call rejections.
Get Qualified Meetings