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

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Blog Post - February 11, 2025

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Prevent the objection: We have to use "your competitor." Strategy 3 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 3 of 8: Find the decision-makers. Identify from your lead sources (referral, directory, experience, or network) who, by title or function, would most likely be in the different decision-making roles. Set out to talk with the most influential person who will speak with you. Prevent getting blocked by lower-level gatekeepers by always ending your conversation with the high-level person by saying, "Thank you, AND I will be sure to let you know how this works out." Or whatever the next step that you set in play was about. Do you see how vital this quick wrap-up statement is now?

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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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