RESPOND to the objection, "That has value, but not for me." Strategy 2 of 3

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Blog Post - February 14, 2024

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Respond to the objection, "That has value, but not for me." Strategy 2 of 3

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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: Find the pain and the gain for each decision-maker in your sale.

Response Strategy 2 of 3: Sometimes, when you realize that the way this particular prospect's company operates, the decision-maker you're talking with won't get any direct value; it's time to get a referral to the appropriate person where value can be found.

You might say, "Thank you. Who in your organization do you think would benefit from this?"

You may need to lead them with a few suggestions about the value. For example, "Who would benefit from doubling the production speed?" Or, "Cutting waste by an average of 200%?"

Use the "big bang" benefits from your Unique Selling Points that drive the value proposition.

Resource: Objection Free Selling is now 78 months on the Amazon Top 100 Best Sellers List. Get your copy today.

Buy the eBook or 316 Page 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.

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