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

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Blog Post - February 4, 2025

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Prevent the objection: We have to use "your competitor." Strategy 2 of 8

Objection_Free_Selling_Icon Prevent - Preempt - Respond

Objection 13 of 85: We have to use 'your competitor.'

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.

Prevention Strategy 2 of 8: A consistently successful approach is to intensely focus on your differentiating factors so your solution can be painted as something different than what’s being offered in the national contract. Recognize that most of these contracts have exceptions where specialty types of products that meet specific needs, not covered under the national contract, can be locally sourced and readily purchased.

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Buy the eBook or 316 Page Paperback: The book contains 874 PREVENTION, PREEMPTION, and RESPONSE strategies for the 85 most common sales-stopping objections categorized by the missing Buyer Belief that caused it.

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