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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:

  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.

Resource: Objection Free Selling is now 79 months on the Amazon Top 100 Best Sellers List. Get your copy today.

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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.

Select this link to the eLearning courseObjection 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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