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Blog Post - January 3, 2022
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PREEMPT the Objection, “Don’t need it.” Strategy 1 of 2

ObjectionFreeSellingIconObjection # 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.


Objection Free Selling book coverIf 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.

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