Preempt the Objection, My boss won't authorize anything, Strategy 6 of 7

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Blog Post - August 15, 2022

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Preempt the objection, "My boss won't authorize anything." Strategy 6 of 7

Objection_Free_Selling_Icon 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 6 of 7: The stronger your quantifying questions, the more sense of urgency you will create. The greater the number of areas where you can find issues (missing Unique Selling Points), the greater the subjective, emotional, and financial sense of urgency you will create.

However, until you can quantify the financial value, you're stalled. Use industry standards or norms if necessary. Show how the money is already in the current budget, just not called "money to buy your stuff." This is the foundation of value selling. Use the FAB/TEA value selling model described in previous blogs, especially those related to the objection "Not Interested;" to see ways to quantify value.

Resources: Objection Free Selling is now FIVE YEARS 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.

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 categorized by the missing Buyer Belief that caused it.

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.

VSS

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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