RESPOND to the Objection, Don’t need it. Strategy 1 of 2

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Blog Post - January 18, 2022

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RESPOND to the Objection, “Don’t need it.” Strategy 1 of 2

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.

Start with a "transition sentence" to prevent an argument, help the prospect save face, and support them without agreeing.

"That may be true. However, let's compare the two on what you're currently spending annually; to what you would be spending if you decided to use products with these capabilities. Then you would have the cost-benefit information on which to base your decision. That makes sense, doesn't it?"

Remember, they may not need the big function your product or service performs; they're already getting that from your competitor. But what they are not getting are the additional functions performed by your Unique Selling Points that meet their fundamental human needs or one or more of their four business needs.

Resources:

If you want a shortcut to the top of the sales force, invest $9.95 for the eBook or $19.95 for the paperback. Carry it with you. Tab the pages, make your own notes, and start your own sales objections strategy book for the specific objections you get for what you sell. Make flashcards. I did.

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.

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