PREVENT the objection, "Home office requires that we use ____." Strategy 1 of 4

Prevent - Preempt - Respond

When does it usually occur? After the initial introduction of your products/services.
Probable Cause: Prospect does not believe they have the authority to move forward.
Objective: Identify the buying influences

Prevention Strategy 1 of 4: Find the decision-makers in the home office. 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 develop a Coach is with the magic words, “Would you help me please?” Very few people can turn that request down.

Decision-Makers in Your Sale and the Value they 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.

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