|SalesHelp Best Practices Blog|
|Blog Post - May 26, 2022|
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Buyer Beliefs 2 & 3 - Responsibility and Authority
Buyer Beliefs 2 & 3 - Responsibility and Authority.
Frequently, people who have or share the responsibility to find and evaluate products can also have or share the authority for purchasing them. As such, the strategies and tactics for these two Buyer Beliefs (Responsibility and Authority) are so similar, that they are combined here to avoid repetition. When clear differences exist, they are provided for separately.
When these Buyer Beliefs are missing they cause the objections in this category.
Objections in this Category
7. My boss won't authorize anything.
When does it usually occur? Mentioning what you sell or after the presentation.
In most B2B sales opportunities, six different types of decisions will be made. One person can make five of the six decision types, or there may be many people making just one type of decision. These different types of decisions are made by people in corresponding roles. You can tell which role they’re in by the questions they ask.
Key Decision-Making Roles
To better understand these roles, think about a customer you know well and put names to the descriptions.
Note these first three decision-makers are interested in the money, but in three different ways. While it might even be the same person playing all three roles, it's important to provide the correct information in the correct way. The next three decision-makers all have "credibility" as a common denominator, but in three very different ways.
Decision-makers are also biased for you, neutral, or against you.
In a future blog, you’ll learn how we use the Benefit Questions to move the person from negative to positive. Use the three-step method for defusing anger and other negative emotions to move a blocker to a more positive position. You can use the blog list button to select the 2020 blog # 11 that discusses this three-step method.
Here is a brief description along with the basic strategies used to move them toward a more positive bias.
Starting with the next blog, we’ll present ways in which you can Prevent, Preempt, and Respond to each of these objections.
Objection Free Selling is now 59 months on the Amazon Top 100 Best Sellers list.
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
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