|Best Practices Blog|
|Blog Post - November 30, 2021|
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Prevent the Objection, “Don’t need it.” Strategy 2 of 4
Objection 4 of 85:Don't need it.
When does it usually occur? Initial contact.
Remember, “Do Nothing” is a competitor. The prospect may not know they have a need or think it’s so far down the list of priorities; they are not planning to do anything. Conduct a Competitor Analysis against “Do Nothing” to find ways to create a need.
If you're unsure about how to conduct a Competitor Analysis for Sales, review our previous 2020 blog # 8 that shows you how. Select the "Blog List" button above.
Or, you can go to our website (SalesHelp.com) and select the green sales skills button, then the free stuff link to download a copy of the four box, sales-style, competitor analysis form.
And if you're still having trouble finding your Unique Selling Points, download a copy of "Differentiating Factors: 80+ ways companies that sell pure commodities quantifiably differentiate themselves in their markets." You can't expect your customers to figure out your Unique Selling Points.
We've done thousands of these sales-style competitor analysis that we developed and have yet to identify a product, service, company, or salesperson where we couldn't identify at least three Unique Selling Points that could quantifiably make a difference for their prospective customer – and sometimes, it's not about the money. Look to the four business needs or the fundamental human needs to identify the selling functional benefits that will cause the sale (see previous blogs).
If you want a shortcut to the top of the sales force, invest $9.95 for the eBook or $19.95 for the paperback. Carry it with you. Tab the pages, make your own notes, and start your own sales objections strategy book for the specific objections you get for what you sell. Make flashcards. I did.
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 or Paperback: 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 and to see the list of upcoming blogs.
Select this link to connect and follow Dr. Robert "Bob" DeGroot, MEd, DCH or SalesHelp with Robert P DeGroot on LinkedIn