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Blog Post - July 25, 2022
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Preempt the objection, "My boss won't authorize anything." Strategy 3 of 7

Objection_Free_Selling_IconObjection # 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.

Resources: Objection Free Selling is now FIVE YEARS on the Amazon Top 100 Best Sellers list.

Objection Free Selling book cover

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.

Strategic Sales Plan

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

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