RESPOND to the objection, "That's not my area." Strategy 1 of 2

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.

RESPONSE Strategy 1 of 2:

• Thank you for letting me know.
• Who are the people to talk with about this?
• Who would you recommend I contact?”
• When is the best time to catch ___ and ___?
• Before I go, do you have any thoughts in this area that would help your company?”

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.

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