|Best Sales Training Online Blog|
|Blog Post - February 01, 2021|
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Prevent the Objection, “Not Interested.” Strategy 4 of 6
Objection 1 of 85: Not interested.
When does it usually occur? Initial contact.
Prevention Strategy four of six:
Ask about the missing Advantages and Benefits that your Unique Selling Point (USP) Feature provides. Ask about the costs associated with not having them. Connect your USP Feature that provides the solution to its Advantages and Benefits that fill the need.
For example, from Blog # 14 FAB - The Persuasive Language of Selling:
Feature – Containers made of plastic
After completing your brief initial research, you find out that the prospective customer uses metal containers that rust (see their product on the resellers' shelves, ask other customers who use metal containers, look them up online, etc.
Now you can ask the questions that establish the need (gap):
The need is the gap between the current condition and a better condition. You point out the size of the gap by determining the costs of not having the need filled.
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