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Blog Post - May 10, 2022
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Preempt the Objection, “I can't use any more _____.” Strategy 2 of 2

Objection_Free_Selling_IconObjection # 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.

PREEMPTION STRATEGY 2 of 2: Sometimes you’ll pick up a pattern with certain competitors where they have a deliberate strategy of keeping their customers just on the high side of inventory requirements. One way to deal with this is to talk with the customer about the cost of money losses (tied up in inventory), inventory insurance costs, taxes on finished products on the shelf, warehousing costs, and other financial hits and risks they’re taking by getting pulled into buying high levels of inventory. If you can offer “just in time” deliveries, then you have a good chance of getting in the door without the objection coming up. Become your prospective customer’s consultant and ear to the ground information source.

Be sure to select and add the "Preemptive Strike Transition Sentence" discussed in an eariler blog to add context and power.

Resources:

Objection Free Selling book cover

We just made 58 months on the Amazon Top 100 Best Sellers list coming in at number 17 this morning.

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

 

 

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