SalesHelp Best Practices Blog |
Blog Post - December 6, 2023 |
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Prevent the objection, "That has value, but not for me." Strategy 5 of 8 |
PREVENT-PREEMPT-RESPOND When does it usually occur? After the initial introduction of your products/services. PREVENTION Strategy 5 of 8: Ask the prospect about Benefits they and those involved would receive from using your products/services (Benefit Questions). For example, when meeting with one decision-makers, you could ask about how a different department might benefit. "A big benefactor for this product with many of my clients is the Accounting Department. How do you see them benefiting here?" Decision-Makers in Your Sale and the Value the must have:
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. Resource: Objection Free Selling is now 77 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. 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.
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