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

SalesHelp Blog Icon

SalesHelp Best Practices Blog

Blog Post - January 30, 2024

Select to "Follow" SalesHelp with Dr. Robert DeGroot on LinkedIn to receive notifications of new issues of the blog.

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

Objection_Free_Selling_Icon

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: Find the pain and the gain for each decision-maker in your sale.

Preempt Strategy 1 of 2: Explore the existence of problems by determining whether there is any pain over not having the Advantages and Benefits of your Unique Selling Points or whether there is anything to be gained by having them. Quantify the results financially, emotionally, and subjectively.

Resource: Objection Free Selling is now 78 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.

Sales Training International logo