Prevent the Objection, “We do it internally with our own people.” Strategy 3 of 5

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Blog Post - February 16, 2022

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Prevent the Objection, “We do it internally with our own people.” Strategy 3 of 5

ObjectionFreeSellingIcon Objection # 5 of 85:We do it internally with our own people.

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

PREVENTION STRATEGY 3 of 5: If “doing it internally” is typical for your target market, then you’ll need to augment your strategy with involvement with their trade and professional organizations. Remember that the people who do what you do internally for the prospect learn how to do it somewhere. They often rely on the industry experts they network with at their trade or professional organization. Find out how they keep up to date. If it’s a trade or professional organization, then get involved. Consider co-presenting with a customer, writing articles for publication, and serving on select committees (publication and membership are the two with the highest payoff).

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

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