Prevent the objection, "My boss won't authorize anything." Strategy 2 of 5

Objection # 7 of 85: My boss won't authorize anything.

When does it usually occur? Initial contact introducing your self in sales and after the presentation.
Probable Cause: Buyer does not believe s/he has authority.
Objective: Identify people who play the various decision-making roles.

PREVENT STRATEGY 2 of 5: During your initial contact with the receptionist, you could also ask, “Who are the people, who would make decisions about the products/services used in ___ (specify area).” Interact with the highest-level person you can reach.

Asking who "is" in charge will most likely get you sent to the purchasing department. And that's often not a bad thing. If you play your cards right, they can become great coaches to guide through the buying process, help you get meetings with the other decision-makers, and even run interference for you when needed. This is of course, all based on what you sell, your level of credibility, and the customary methods of contacting and working within the customer's rules of engagement.

For me, I usually like to have contact with more than one decision-maker such that if one says "no" I have others to contact. Ask the "who are the people" such as who would help write the specifications? Again, the functional area manager is my best bet for getting a receptive audience.

The bottom-line working with this Buyer Belief is to know the players and how they influence each other. Your competitor is already there and knows the decision-makers. In fact, while you're messing around with someone who can't say yes, but can only say no, they're out playing golf with the final decision-makers at a company outing. Know who's in each of the six decision-making roles for what you sell.

Resources:

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.

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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.

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