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

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.

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.

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