Preempt the objection, "My boss won't authorize anything." Strategy 3 of 7
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.
PREEMPTION STRATEGY 3 of 7: PREEMPTION STRATEGY 3 of 7: Ask the decision-maker you're interacting with how getting your Unique Selling Points (USPs) would benefit the other decision-makers. Guide them by asking about specific decision-makers.
For example, "What about accounting, how will they benefit from the record-keeping function included in this equipment? What about inventory control, how will they benefit?" and so on. The person you're speaking with may only have a 20% benefit, while others may hold the rest. Once added together, the difference becomes powerful enough to move forward with meetings with these other decision-makers.
Of course, since this isn't your first rodeo, you know the approximate value to be had by each of the decision-makers you bring up. Knowing this, you can nudge the current decision-maker with clues and sometimes with comparison statements such as, "Clients with similar size operations found their accounting departments saved 10 hours @ $75 per hour burdened salary per week. That added $750 per month or $9,000 per year back to the budget. How would that make Mr. Accounting Dept. Manager view this cost-saving convenience. Do that with all those who will benefit. Carry the cost-benefit data out far enough into the future to close any price disadvantage you have.
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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.
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