|Best Practices Blog|
|Blog Post - February 22, 2022|
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Prevent the Objection, “We do it internally with our own people.” Strategy 4 of 5
Objection # 5 of 85:We do it internally with our own people.
When does it usually occur? Initial contact.
PREVENTION STRATEGY 4 of 5: Focus your introductory comments in areas where you are strong, the internal competitor is weak (a quick sales style competitor analysis will tell you). From the onset, tell how you work with internal departments because they can leverage what you offer to multiply the results, and everyone looks good.
Your competitor analysis told you they do it internally. It also told you where and how you can help them quantifiably meet one or more of the four basic business needs with your Unique Selling Points. This is what you do. you work with the internal competition.
Now what happens to this objection if you start of by saying you know they have an internal department (person) who does this? You've prevented it!
See previous blogs or the book for the four business needs, Unique Selling Points, Competitor Analysis, and scripting suggestions.
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 take the FREE sales diagnostic to identify which objections are stopping your sales and which skill sets you need to learn and use to prevent, preempt, and respond to these specific objections. Only ten questions.
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