Prevent the Objection, I can't use any more ___

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Blog Post - April 21, 2022

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Prevent the Objection, “I can't use any more _____.” Strategy 3 of 4

Objection_Free_Selling_Icon Objection # 6 of 85: I can't use any more _____."

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

PREVENTION STRATEGY 3 of 4: Be sensitive to industry conditions to avoid oversupply issues leading to returns or steep price discounts.

Even in this supply crisis environment, some products were in an oversupply situation, to begin with, and will remain so. Also, as delivery begins to catch up, be sensitive to inventory quickly piling up. It’s already catching some off guard resulting in steep discounting to move product.

At one product manufacturer where I worked early in my career, we were so backed up that for many orders, we couldn't even get on the manufacturing schedule until the delivery date had come and gone. To better communicate with our customers, we started using a delivery date scheme that included the target delivery date, a due date, and a drop-dead date (no longer needed – don’t deliver). Think Christmas tree delivery in January. You might consider doing the same.

Resources:

Buy this bestselling book (now 57 months and counting on the best-seller lists) If you want a shortcut to the top of the sales force, invest $4.99 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. The skills necessary to carry out every strategy and tactic are also included in the book.

Select this link to take the FREE sales diagnostic to identify which objections are stopping your sales and which skill sets you need to learn and use to prevent, preempt, and respond to these specific objections. Only ten questions.

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.

Strategic Sales Plan

This bestselling book provides a detailed diagnostic of the B2B sales process steps, complete with action items to implement. Easy validation process.

Select this link to preview and buy the eBook or Paperback: Strategic Sales Plan. Includes sales process diagnostic checklist.

Select this link to the eLearning course: Strategic Sales Plan. Includes downloadable sales process diagnostic checklist.

Select this link to download the sales process diagnostic checklist job aid.

VSS

Select this link to preview and buy this bestselling eBook: Value Selling Strategies P.R.O.S.P.E.C.T. Model. It combines the steps of the sales process into an easy to learn and use sales model designed to prevent most of the common sales stopping objections.

Select this link to preview and buy the eLearning course.

Select this link to download free sales resources and tools

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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