|SalesHelp Best Practices Blog|
|Blog Post - September 15, 2022|
|Select to "Follow" SalesHelp with Dr. Robert DeGroot on LinkedIn to receive notifications of new issues of the blog.|
Respond to the objection, "My boss won't authorize anything." Strategy 3 of 3
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.
RESPONSE STRATEGY 3 of 3: “Good point. I wouldn’t expect her to at this step in the process. We’ve got first to make sure the return on investment will be large enough, soon enough, and certain enough for her to feel confident enough to release the funds. I suspect that if you’re operationally set up like my other customers, then I would estimate that you’re currently spending, and have budgeted, at least three to five times the money we would need if you were to use our products and services. So, if we can cut your budget in half for this item and use part of that money to make the change, then I think you’ll agree that it’s worth taking a few minutes to explore the possibility, don’t you?”
Notice the response always starts with a transition sentence that shows support without necessarily agreement. See the 2020 Blog number 24, General Strategy to Respond to Objections for more information about transition sentences.
Resources: Objection Free Selling is now 63 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.
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.
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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.
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