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

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Blog Post - January 21, 2025

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Respond to the objection, "Home office requires that we use ____." Strategy 3 of 3

Objection_Free_Selling_Icon Prevent - Preempt - Respond

12. Objection: Home office requires that we use ____.

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 process and Influencers and achieve product/service differentiation.

Response Strategy 3 of 3: “Thank you for letting me know. I wonder if you could help me, please. Who are the decision-makers in your home office that people in our company would be able to contact?”

This example, of course, requires that you replace the generics with specifics. The formula:

Thank
Ask for general help (creates coach) and wait for response.
Ask for specific information and the reason for it.

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