Prevent the Objection, Don’t need it. Strategy 3 of 4

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Blog Post - December 6, 2021

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Prevent the Objection, “Don’t need it.” Strategy 3 of 4

ObjectionFreeSellingIcon Objection # 4 of 85:Don't need it.

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

During your pre-call planning, look for information that would suggest an obvious need for your Unique Selling Points (USPs) based on similar companies in this market segment. Create the gap with your USP's missing Advantages and Benefits. Sometimes a sliver of a crack is all you need to build it into something monumental using Benefit Questions.

During your prospect interview explore where your USPs can have a measurable impact in the areas of:

Prospect’s products and services: How can your Unique Selling Points make them better.
Prospect’s critical processes: How your Unique Selling Points impact their ability to make money.
Prospect’s business plan: How your Unique Selling Points support their strategic initiatives, goals, buying cycles, budgeting, and so on.

The needs you must find are those related to the functions of your USPs.

Resources:

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

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