Preempt the Objection, Don’t need it. Strategy 2 of 2

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Blog Post - January 11, 2022

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Preempt the Objection, “Don’t need it.” Strategy 2 of 2

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.

Present a unique capability, and then offer to show how quickly it pays for itself (financially, subjectively, or emotionally).

You could initially use your company’s research facts and figures, if available, to provide some shock value to get their undivided attention. Or you could use standards of legitimacy (industry norms favorable to you) to give examples.

The best strategy is to use the prospective customer's facts and figures. Questions such as:

What does it cost when it happens?
How often does that happen?
How much hassle is that?
What does that do to morale?
How do people feel about it?
What does that do to productivity?

With the growing realization that there are costly needs to fill that can only be filled by your Unique Selling Point(s), you gain a competitive advantage while at the same time creating objections for your competitor to now have to handle.

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.

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