Prevent the objection, "That's not my area." Strategy 4 of 5

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Blog Post - June 15, 2023

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Prevent the objection, "That's not my area." Strategy 4 of 5

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PREVENT-PREEMPT-RESPOND

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 4 of 5: During your initial contact with the receptionist, ask who would be involved in making the decisions about the products/services used in ___.

Who are the people involved in making the decisions about which ____ your company uses?

For example, Who would write the performance specifications? Who would make the decisions about ROI? Who would implement and operate the product?

Continue to ask these types of questions to identify the decision-makers usually involved in buying your product and service.

That's another way you can prevent getting the "that's not my area" type objection. See earlier blogs for more ideas.

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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.

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

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