|SalesHelp Best Practices Blog|
|Blog Post - February 17, 2023|
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RESPOND to the objection, "It will never get through the system." Strategy 1 of 3
Objection # 8 of 85: It will never get through the system.
When does it usually occur? After your presentation.
RESPONSE STRATEGY 1 of 3: When you're put into the unfortunate position of having to respond to an objection, it means one of two or three things: 1) Your attempt to PREVENT it didn't work, 2) Your attempt to PREEMPT it didn't work, or 3) You got hit with it before you had a chance to do either of the first two. So let's get after it. Listen carefully so that you don't start discussing the wrong concern. Once you're sure, start with the transition sentence to help the decision-maker save face. Then provide your response and confirm that it works. Or, assume that it works and continue with your plan.
If you're in a power position or on solid ground, then you can set up a partnership with the decision-maker you're currently talking to so that you can move forward with a sense of urgency.
For example, "Under normal circumstances, I would totally agree with you. However, based on what we've discovered, we will have to take our findings to the next level, or we could find ourselves in a position of having to answer some tough questions when this comes to light, and we didn't at least let them know. We need a solid strategy to ensure what we have is interpreted accurately. So, I recommend we first verify ___; next, we can ___ (continue to build a plan)."
See pages 25 and 63 of the book Objection Free Selling.
Resources: Objection Free Selling is now 68 months, that's over 5 and a half years, on the Amazon Top 100 Best Sellers list. Get your copy today.
Invest $4.99 for the eBook or $19.95 for the 316 page paperback and never again get an objection the second time that you can't handle. The paperback makes sense because you can 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. For years and years, from company to company, that's what I did, and that's why I was always at the top of the sales force.
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.
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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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