Prevent the objection, "Home office requires that we use ___

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Blog Post - March 13, 2024

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Prevent the objection, "Home office requires that we use ____." Strategy 3 of 4

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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 they have the authority to move forward.
Objective: Identify the buying influences

Prevention Strategy 3 of 4: During your initial contact with the receptionist, ask, who “ARE” the people involved in making decisions about _____.

When you ask, "Who is," you only get one name, usually purchasing. There's nothing wrong with working with purchasing. However, you need to know who is in charge of writing the product/service specifications? Who is in charge of calculating ROI, ROR, ROA? Who is in charge of implementation? Who will use what you sell? That's a lot of who is's.

Each are decision-makers with their own set of responsibilities and authorities. If you have to work your way up to who makes the decisions, you now understand, that a lot of people are involved.

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

Final Authority: Return on Investment, Return on Assets, Rate of Return.
Specifier: Specifications and performance outcomes
Coach: Credibility - internal (you, product/service, company)
Recommender: Credibility - external (references, testimonials)
Negotiator - value, proof, timing
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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