|Best Practices Blog|
|Blog Post - April 11, 2022|
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PREVENT the Objection, “I can't use any more _____.” Strategy 1 of 4
Objection # 6 of 85: I can't use any more _____."
When does it usually occur? Initial contact.
PREVENTION STRATEGY 1 of 4: The overall game plan is helping the customer prepare for the future when they will need more of whatever.
For example, imagine a chart tracking consumption increasing and available inventory steadily decreasing. At some point in time, the inventory line will go below the usage line, and the company will need to replenish its supply. Some companies try to replenish inventory in a way that it will keep pace with demand while other companies use oversupply situations with their suppliers to buy inventory at steeply discounted prices. Understand your prospective customer’s business model.
With just about everyone suffering some effects of the current supply chain breakdown, most companies would welcome your ideas, strategies, and tactical plans to make sure they don't run short and can track supply and demand issues better given the reality of business faces today. Lead your introduction with this information.
The sales process steps most often missed are those related to "Researching" the prospect - steps 9 - 12. Let your USPs guide these steps. See the Strategic Sales Plan book or link to the diagnostic checklist below to identify the specific steps missed or not done well enough to prevent this objection.
See previous blogs or the book to understand the four business needs all companies have, your Unique Selling Points (USPs) and how to position them, how to conduct a quick sales style Competitor Analysis, and to view alternative scripting suggestions.
Buy this bestselling book (now 57 months and counting on the best-seller lists) If you want a shortcut to the top of the sales force, invest $4.99 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. The skills necessary to carry out every strategy and tactic are also included in the 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.
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.
This bestselling book provides a detailed diagnostic of the B2B sales process steps, complete with action items to implement. Easy validation process.
Select this link to preview and buy the eBook or Paperback: Strategic Sales Plan. Includes sales process diagnostic checklist.
Select this link to the eLearning course: Strategic Sales Plan. Includes downloadable sales process diagnostic checklist.
Select this link to download the sales process diagnostic checklist job aid.
Select this link to preview and buy this bestselling eBook: Value Selling Strategies P.R.O.S.P.E.C.T. Model. It combines the steps of the sales process into an easy to learn and use sales model designed to prevent most of the common sales stopping objections.
Select this link to preview and buy the eLearning course.
Select this link to download free sales resources and tools
Select this link to connect and follow Dr. Robert "Bob" DeGroot, MEd, DCH or SalesHelp with Robert P DeGroot on LinkedIn