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Blog Post - January 25, 2022
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Respond to the Objection, “Don’t need it.” Strategy 2 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.

Start with a "transition sentence" to prevent an argument, help the prospect save face, and support them without agreeing.

“Yeah, a lot of us thought that too, and then we found out that we could ___, ___, and ___ in a fraction of the time, with none of the frustration. Paid for itself many times over the first time we used it. Let's take a quick look to see the extent this would apply in your situation.”

Insert the functions of your Unique Selling Points in the blanks above, and explain the Benefits of what that means.

Remember, they may not need the big function your product or service performs; they're already getting that from your competitor. But what they are not getting are the additional functions performed by your Unique Selling Points that meet their fundamental human needs or one or more of their four business needs.


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.

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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