PREVENT the Objection, Don’t need it. Strategy 1 of 4

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Blog Post - November 17, 2021

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PREVENT the Objection, “Don’t need it.” Strategy 1 of 4

ObjectionFreeSellingIcon Objection 4 of 85:Don't need it.

When does it usually occur? Initial contact.
Probable Cause: Prospect does not believe a need exists.
Objective: Establish a need.

Often, the general functional need your type of product or service provides is already being met. So, you won’t get far going head-to-head against the competitor.

Go instead for “how” the need is being met. Look for the areas that you excel, and your competitor is weak. Look at your Competitor Analysis to see whether there are other areas you could explore.

"No need" objections tell you that you have not differentiated yourself early enough in the conversation to prevent them. Look at your elevator speech you deliver in-person or electronically to see how you can get your differentiation within the first sentence after you say your name and company (select blog list button and review the 2020 blog # 19).

If you're unsure about your Unique Selling Points, review our previous 2020 blog # 8 that shows you how to find them and translate them into the competitive language of selling – Features, Advantages, Benefits (2020 blog # 14).

Or, you can go to our website (SalesHelp.com) and select the green sales skills button, then the free stuff link to download a copy of the four box, sales-style, competitor analysis form.

And if you're still having trouble, download a copy of "Differentiating Factors: 80+ ways companies that sell pure commodities quantifiably differentiate themselves in their markets." You can't expect your customers to figure out your Unique Selling Points.

We've conducted thousands of sales-style competitor analyses. We have yet to identify a product, service, company, or salesperson where we couldn't identify at least three Unique Selling Points that could quantifiably make a difference for their prospective customer – and sometimes, it's not about the money. Look to the four business needs or the fundamental human needs to identify the selling functional benefits that will cause the sale.

If still puzzled, then spend $9.95 for the eBook. It's all there and a lot more.

Resources:

This blog's content comes from Chapter 6: Strategies Specific to Each Objection in the Objection Free Selling book.

Select this link to preview and buy the eBook or Paperback: Objection Free Selling with its 874 objection prevention, preemption, and response strategies for the 85 most common sales stopping objections

Select this link to the eLearning course: Objection Free Selling

Select this link to download the free list of the 85 Most Common Sales Stopping Objections organized by missing "Buyer Beliefs" that cause them and to see the list of upcoming blogs.

Select this link to connect and follow Dr. Robert "Bob" DeGroot, MEd, DCH or SalesHelp with Robert P DeGroot on LinkedIn

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