|SalesHelp Best Practices Blog|
|Blog Post - May 25, 2023|
|Select to "Follow" SalesHelp with Dr. Robert DeGroot on LinkedIn to receive notifications of new issues of the blog.|
PREVENT the objection, "That’s not my area." Strategy 1 of 5
Objection 9 of 85: I have to consult with _____.
When does it usually occur? After the initial introduction of your products/services.
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.
Resources: Objection Free Selling is now almost six years (70 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.
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.
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
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