PREVENT the objection, "I have to consult with ____

SalesHelp Blog Icon

SalesHelp Best Practices Blog

Blog Post - March 13, 2023

Select to "Follow" SalesHelp with Dr. Robert DeGroot on LinkedIn to receive notifications of new issues of the blog.

PREVENT the objection, "I have to consult with _____." Strategy 1 of 3

Objection_Free_Selling_Icon Objection 9 of 85: I have to consult with _____.

When does it usually occur? After your presentation.
Probable Cause: Buyer does not believe s/he has enough authority to move the project forward or is unsure how to proceed..
Objective: Identify the key decision-makers in this sale and create coaches and champions.

PREVENTION Strategy 1 of 3: This sales stall can often be prevented by identifying from your lead sources (referral, directory, or network), who, by title or function, would most likely be in the different decision-making roles.

There are usually six different types of decisions made in most sales situations. These different decisions are often made by different people in different roles (see previous blogs for more information). Knowing who you will need to include in the process takes this stall and turns it into another anticipated step in your sales process (see strategic sales plan link below to identify where in your sales process this concern would occur).

See pages 25 and 63 of the book Objection Free Selling.

See the book Strategic Sales Plan for the self-validating list of sales process steps. Or, select the link below to preview this list of steps.

Resources: Objection Free Selling is now over 5 and a half years (69 months), 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.

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

Select this link to connect and follow Robert "Bob" DeGroot, MEd, DCH or SalesHelp with Dr. Robert DeGroot on LinkedIn

Sales Training International logo