Preempt the Objection, I can't use any more ___

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Blog Post - May 10, 2022

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Preempt the Objection, “I can't use any more _____.” Strategy 2 of 2

Objection_Free_Selling_Icon Objection # 6 of 85: I can't use any more _____."

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

PREEMPTION STRATEGY 2 of 2: Sometimes you’ll pick up a pattern with certain competitors where they have a deliberate strategy of keeping their customers just on the high side of inventory requirements. One way to deal with this is to talk with the customer about the cost of money losses (tied up in inventory), inventory insurance costs, taxes on finished products on the shelf, warehousing costs, and other financial hits and risks they’re taking by getting pulled into buying high levels of inventory. If you can offer “just in time” deliveries, then you have a good chance of getting in the door without the objection coming up. Become your prospective customer’s consultant and ear to the ground information source.

Be sure to select and add the "Preemptive Strike Transition Sentence" discussed in an eariler blog to add context and power.

Resources:

We just made 58 months on the Amazon Top 100 Best Sellers list coming in at number 17 this morning.

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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.

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Strategic Sales Plan

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VSS

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