PREEMPT the Objection, “Don’t need it.” Strategy 1 of 2
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.
When the decision-maker doesn’t believe a need exists, you must either find the pain (missing Advantages and Benefits) or create a picture that makes doing it your way so much better, that it creates a Benefit deficit. Just look at all the new cell phones, watches, shoes, navigation tools, and other things that make our lives so much better that we’ll spend a lot of money to get them. Position what you sell this way.
If the decision-maker is currently purchasing what you sell from a competitor, then you must repeat the process above to find the missing Advantages and Benefits of not having your Unique Selling Points' Feature.
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.
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