PreventT the objection, "He-She isn't here anymore." Strategy 2

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Blog Post - April 1, 2025

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Prevent the objection: He/she isn’t here anymore. Strategies 2 - 4

Objection_Free_Selling_Icon Prevent - Preempt - Respond

Objection 14 of 85: He/she isn’t here anymore.

When does it usually occur? When you ask for a specific person.
Probable Cause: Person isn’t there.
Objective: Identify the buying influences.

Prevention Strategies: 2 - 4

2. Identify from your lead sources (referrals, directories, networks, etc.) who, by title or function, would most likely hold the different decision-making roles.
3. During your initial contact with the receptionist, ask who the people are who will be making the decisions about the products or services used in _____. If you asked who “is the person,” then you’d get one person, possibly someone in the Purchasing Department. That may be a good thing if you don’t know anyone in the company. They can be a great source for getting referrals to Specifiers inside their company.
4. After your initial diagnostic interview, you would ask who else will need to be involved in the approval process. Offer names to check out their role.

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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 causes them.

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