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

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Blog Post - April 23, 2025

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RESPOND to the objection: He/she isn’t here anymore. Strategies 1 & 2 of 2

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.

Response Strategies: 1 & 2 of 2

1. “S/he was involved in the decisions related to _____, who would now handle that responsibility?” Find out, then ask who else would make decisions about those products/services used in _____. Ask for the best time to contact them. Get connected to the highest-level person in the buying loop.
2. “Can you tell me who took his place?” If yes, then get connected; if not, go to the previous employee’s department for guidance. If no, contact the Purchasing Department to find the right decision-makers and to develop Coaches.

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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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