PREVENT the objection, "That’s not my area." Strategy 1 of 5

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Blog Post - May 25, 2023

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PREVENT the objection, "That’s not my area." Strategy 1 of 5

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When does it usually occur? After the initial introduction of your products/services.
Probable Cause: Prospect does not believe he/she has the responsibility or authority to move forward.
Objective: Identify the buying influences.

Prevention Strategy 1 of 5: Find the decision-makers. You’ll know which role they’re in by the questions they ask. For example, if they ask about specifications, then they are in the Specifier role. If they ask about cost-justification, they are again in the Specifier role. But if they ask about return on investment, then they're in the Final Authority role. At this point, it would be important to clarify if they are a part of the Final Authority role or are they getting this information on behalf of the Final Authority.

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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.

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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.

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This bestselling book provides a detailed diagnostic of the B2B sales process steps, complete with action items to implement. Easy validation process.

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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.

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