PREVENT the Objection, Already have someone, Strategy 1 of 5

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Blog Post - June 7, 2021

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PREVENT to the Objection, “Already have someone.” Strategy 1 of 5

ObjectionFreeSellingIcon Objection 2 of 85: Already have someone

When does it usually occur? Initial contact.
Probable Cause: Prospect does not believe a need exists.
Objective: Establish a need.

Of course, they do! Get over it. Learn how to PREVENT this common objection. Let's start with the basics.

Unless the prospect sees a significant need that their current supplier is not fulfilling, you can expect to get this objection.

However, if you conduct the standard sales style Competitor Analysis, you will quickly find at least three to five needs competitors are not meeting. If you are unfamiliar with this Competitor Analysis, please select the Blog List button above and consult 2020 Blogs # 8 Competitor Analysis for Sales, # 9 Unique Selling Points (USPs) Win Sales, Win Negotiations, and Keep Customers and #24, Finding the Needs Only You Can Fill..

I would suggest you conduct the Competitor Analysis with each of the competitors you constantly run up against. Start with the weakest (you'll find the most USPs with them) and move on to the strongest. After you've conducted a half-dozen of these Competitor Analyses, you'll see a clear pattern of USPs that show consistently.

Once you've identified your Unique Selling Points, you will always be able to help the prospect identify needs they didn't know they have and do it within your opening remarks.

A need is a gap between where the prospective customer is now and where they want to be or the gap between a problem and a solution. Therefore, the overall strategy is to establish the need by finding or creating the gap.

The size and importance of the gap determine its priority and value. You establish size, priority, and value by asking quantifying questions such as how often it occurs and how much it costs each time it happens. That lets you then project into the future what it will cost if the need is not filled.

Resources:

This blog's content comes from Chapter 6: Strategies Specific to Each Objection in the Objection Free Selling book.

Select this link to preview and buy the eBook: Objection Free Selling

Select this link to the eLearning course: Objection Free Selling

Select this link to download the free list of the 85 Most Common Sales Stopping Objections organized by missing "Buyer Belief" that causes it.

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Check out the free list of the 85 Most Common Sales Stopping Objections to see what's coming up next.

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