PREVENT the objection, "That has value, but not for me." Strategy 4 of 8

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Blog Post - December 1, 2023

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Prevent the objection, "That has value, but not for me." Strategy 4 of 8

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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 8: During your initial contact with the receptionist, ask who the people are who would be involved in making the decisions about specifying your product/service.

Clarify who "are" the people. Give hints. Who would decide the specifications? Who would use it? Use your knowledge of who would usually play each decision-maker's role to target your questions more accurately.

Decision-Makers in Your Sale and the Value the must have:

Final Authority: Return on Investment, Return on Assets, Rate of Return.
Specifier: Specifications and performance outcomes
Coach: Credibility - internal (you, product/service, company)
Recommender: Credibility - external (references, testimonials)
Negotiator - value, proof, timing
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 76 months on the Amazon Top 100 Best Sellers List. Get your copy today.

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.

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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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