|Best Practices Blog|
|Blog Post - June 28, 2021|
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Prevent to the Objection, “Already have someone.” Strategy 3 of 5
Objection 2 of 85: Already have someone
When does it usually occur? Initial contact.
Focus the prospect's attention on the needs you can fill with your Unique Selling Points' (USPs) Advantages and Benefits that make the function of the product, service, or process get met better.
Answer the question, what do you, your company, your product, or service do that your competitor in this sales opportunity does not do?
In the past 30 years, we have done thousands of competitor analyses (see 2020 Blog # 8). Not once did we fail to find at least a half-dozen differentiating capabilities – even among competitors who sold the same thing from the same manufacturer.
On our saleshelp.com website, in the Free Sales Resources tab, there is a list of 80+ ways companies that sell pure commodities quantifiably differentiate themselves in their markets.
The bottom line is that there are quantifiable differences that are unique to you in this sales opportunity. Find them.
You know for sure then that when you offer those Advantages (meet functional needs) and Benefits (meet business and human needs), they won't say, "already have someone." You will have prevented that objection from entering their mind.
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