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Blog Post - January 18, 2024
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Prevent the objection, "That has value, but not for me." Strategy 8 of 8


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 8 of 8: Quantify (financial, subjective, emotional) the value of the Benefits to the decision-maker to help them see that it does have value to them.

Think about it. Do they know your Unique Selling Points? Do they know the value they bring? Probably not.

I would challenge you to select just one of your products or services and make a list of your Unique Selling Points - those things you can offer that the competitor cannot that has quantifiable value to the customer. If you don't know them, you can't expect your customer to know them.

Remember, when you buy something and comparing it to a similar product, what questions do you ask? Answer those for your customer about what you sell.

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

  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.

Resource: Objection Free Selling is now 78months 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.


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