RESPOND to the Objection, “Already have someone.” Strategy 1 of 2

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Blog Post - August 17, 2021

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RESPOND to the Objection, “Already have someone.” Strategy 1 of 2

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.

So far, for this second objection on the list of the 85 most common sales stopping objections, we've discussed five ways to PREVENT it from entering the prospective customer's mind, two ways to PREEMPT it if it's already there, and now, here is the first of two ways to respond to it.

This is a great three-step strategy using your Unique Selling Points (USPs), Features, Advantages, and Benefits (FABs) to get the opportunity to tell your story.

1. Quickly Bring Awareness to the Pain or Gain: “Makes sense that you would. And that leads me to a quick question. We (or our customers) are seeing a lot of change in the areas of ___, ___, and ___ (USPs); I’m assuming your operation would be experiencing this too. What are your greatest concerns with ___ (missing advantages and benefits of one of the USPs)?”

2. Create Urgency for Meeting: Use the FAB-TEA Value Selling* process to briefly explore the associated costs to build the priority need to get some form of resolution. Flow from USP to USP, and then close on a phone or in-person appointment to explore these areas in greater depth.

3. Set the Meeting: “So if you see ___, ____, and ___ (signs they don’t have your USPs) and given that the costs we’ve identified so far, then we’re both seeing a few red flags that say we need to explore this further. I can do that quickly. How soon would you like to get this done? What’s your schedule look like this week? Do you have a couple preferred times?” Or, you could propose three optional times to continue the conversation.

*FAB-TEA Value Selling Overview:

Tell the Feature
Explain it with the Advantage as a better way to perform function
Ask about the extent to which the Benefit would be realized by the customer

Quick and easy way to establish the value of your unique solution to the buyer.

The eLearning FAB-TEA model is in the Objection Free Selling book and is available as a stand alone course: FAB-TEA Value Selling Model

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

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 Beliefs" that cause them.

Select this link to connect and follow Dr. Robert "Bob" DeGroot, MEd, DCH on LinkedIn

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

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