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

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Blog Post - February 18, 2025

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Prevent the objection: We have to use "your competitor." Strategies 4, 5, & 6 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 Strategies 4, 5, & 6 of 8:

4. During your initial contact with the receptionist, ask who the people are making the decisions about what you sell.
5. After your initial diagnostic interview, you would ask who else will need to be involved in the approval process.
6. Ask your Benefit Questions in a way that will help you identify other key decision-makers. For example, “Who would be most interested in the ROI this will bring?

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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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