SalesHelp Blog Icon

SalesHelp Best Practices Blog
HomeBlog list
Blog Post - September 28, 2023
Select to "Follow" SalesHelp with Dr. Robert DeGroot on LinkedIn to receive notifications of new issues of the blog.

Respond to the objection, "That's not my area." Strategy 2 of 2



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.

Respond Strategy 2 of 2: "Okay, that’s good to know. Who should I talk with about this? Who would be interested in the performance capabilities? ROI? Ease of use? Could you help me contact them? I would really appreciate that. Is there anything I should know about him/her before I see them?”

Decision-Makers in Your Sale:

  1. Final Authority: Return on Investment, Return on Assets, Rate of Return.
  2. Specifier: Specifications and performance outcomes
  3. Coach: Credibility - internal (you, product/service, company)
  4. Recommender: Credibility - external (references, testimonials)
  5. Negotiator - value, proof, timing
  6. End User - use what you sell, buy what you sell, store what you sell.

More than one person can be in each role, and you can have one person serve in more than one role. You can tell which role they are in by the questions they ask.

Resources: Objection Free Selling is now 75 months on the Amazon Top 100 Best Sellers List. Get your copy today.

Objection Free Selling book cover

Buy the eBook or 316 Page 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 courseObjection 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.


Sales Training International logo

For additional information: e-mail 
© Copyright 2023 Robert P DeGroot, Sales Training International