PREEMPT the objection, "That has value, but not for me." Strategy 1 of 2

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Blog Post - January 25, 2024

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PREEMPT the objection, "That has value, but not for me." Strategy 1 of 2

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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.

Preempt Strategy 1 of 2: Suppose you heard it through the grapevine (your coach) and discovered that one of the key decision-makers you're about to meet doesn't see the value your offering would have in their department.

As a routine part of your sales process, identify the key decision-makers and develop coaches along the way.

The quickest and easiest way to create a coach is with the magic words, "Would you help me, please?" Very few people can turn that request down. Once done, use a standard transition sentence to pave the way for them to accept your information.

Some example transition sentences:

“Before we go too much further, there are a couple of areas that I would like to address that without explanation could raise concern.”
“Many of our customers initially had a question about ____, until they found out ____.”
“A valid concern some of our customers have is with the ______. So, to compensate we ___, ____, and ____."

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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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