RESPOND to the objection, "That has value, but not for me." Strategy 3 of 3

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Blog Post - February 20, 2024

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Respond to the objection, "That has value, but not for me." Strategy 3 of 3

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

Response Strategy 2 of 3: Many of us sell products and services where the big-bang benefits of our Unique Selling Points are not obvious. You may need to lead them with a few suggestions about the value, or ask about "pain" or "gain" points for their specific job and responsibilities.

For example, “Let me back up a moment and ask you about _____.”

Now, ask your diagnostic questions about pain or gain about your Unique Selling Point’s Advantages and Benefits.

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.

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