Prevent the Objection, “Already have someone.” Strategy 5 of 5

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Blog Post - July 20, 2021

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Prevent to the Objection, “Already have someone.” Strategy 5 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.

During your approach/positioning opening remarks, give three Unique Selling Points (USPs) Advantage and Benefit statements that you selected based on market segment, challenges common to that industry, and the decision maker's role.

For example, "I'd like to get you some information about how our company is helping companies in your industry ___, ___, and ___. Is now a good time to quickly verify some information (slight pause) or, would you like to set a telephone appointment for later on today?"

Let's use the USP FAB from Blog # 14 FAB - The Persuasive Language of Selling:

Suppose you sell plastic containers in competition with metal ones that rust.

Feature – Containers made of plastic
Advantage – Won't rust
Benefit – Lowers maintenance and replacement costs caused by rust.

"I'd like to get you some information about how our company is helping companies in your industry eliminate their container replacement budget, lower their maintenance costs, and eliminate the sour customer look when they see rusting containers. Is now a good time to quickly verify some information or, would you like to set a telephone appointment for later on today?"

Our premise is that you’ve verified through various means that the prospect does use metal barrels that rust, leave stains, use staff to move products from rusty containers to fresh ones, and elicit negative comments from their customers about the rust. Most likely, all you need to know is that they use metal containers that rust, and with sufficient experience, you can assume the rest.

Select your decision-maker based on their level of involvement with rusty containers. Use the template script provided above.

For example, "I'd like to get you some information about how our company is helping companies in your industry eliminate their container replacement budget, lower their maintenance costs, and eliminate the sour customer look when they see rusting containers. Is now a good time to quickly verify some information or, would you like to set a telephone appointment for later on today?"

What happened to “Already have someone” objection? It never entered the decision maker’s mind.

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 with its 874 objection prevention, preemption, and response strategies for the 85 most common sales stopping objections

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Select this link to download the free list of the 85 Most Common Sales Stopping Objections organized by missing "Buyer Beliefs" that cause them.

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