Preempt the objection, "That's not my area." Strategy 3 of 3

PREVENT-PREEMPT-RESPOND

When does it usually occur? After the initial introduction of your products/services.
Probable Cause: Prospect does not believe he/she has the responsibility or authority to move forward.
Objective: Identify the buying influences.

PREEMPTION Strategy 3 of 3: Ask, “Could you help me please?” This “hard to resist question” will help the person become your Coach. Then ask, “Who are the people involved in making decisions regarding ___?” Ask, “Whose budget would be most affected?” Ask, “Can you help me get in to see ___?” If they hesitate, ask, “Or perhaps I could mention that we talked?”

Decision-Makers in Your Sale:

1. Final Authority: Return on Investment, Return on Assets, Rate of Return.
2. Specifier: Specifications and performance outcomes
3. Coach: Credibility - internal (you, product/service, company)
4. Recommender: Credibility - external (references, testimonials)
5. Negotiator - value, proof, timing
6. End User - use what you sell, buy what you sell, store what you sell.

More than one person can be in each role, and you can have one person serve in more than one role. You can tell which role they are in by the questions they ask.

Resources: Objection Free Selling is now 74 months on the Amazon Top 100 Best Sellers list. Get your copy today.

Invest $4.99 for the eBook or $19.95 for the 316 page paperback and never again get an objection the second time that you can't handle. The paperback makes sense because you can 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. For years and years, from company to company, that's what I did, and that's why I was always at the top of the sales force.

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 categorized by the missing Buyer Belief that caused it.

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.

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.

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 Robert "Bob" DeGroot, MEd, DCH or SalesHelp with Dr. Robert DeGroot on LinkedIn

For additional information: e-mail info@saleshelp.com 
© Copyright 2023 Robert P DeGroot, Sales Training International
www.SalesHelp.com
www.BobDeGroot.com