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Objection 1 of 85: Not interested . When does it usually occur? Initial contact. Probable Cause: Prospect does not believe a need exists. Objective: Establish a need. Prevention Strategy three of six: Use your Unique Selling Point (USP) Features to call your prospect’s attention to solutions (Advantages and Benefits) they would want or need, oriented toward their decision-making role.  For example, you might say on initial contact, “The reason I’m calling is that I’d like to get you some written information about how our company has solved some costly and critical issues related to ___, ___, and ___ (USPs). Is now a good time to quickly verify some information (slight pause), or do you want to set a phone appointment for later today?” Resources: This blog's content comes from Chapter 6: Strategies Specific to Each Objection in the Objection Free Selling book. See blog #8 related to how to conduct a Competitor Analysis to identify the objections you'll get, how...

Objection 1 of 85:  Not interested . When does it usually occur? Initial contact. Probable Cause: Prospect does not believe a need exists. Objective: Establish a need. Prevention strategy two of six:  During your pre-call planning step, during your sales interviews look for information that would suggest an obvious need you can fill that your competitor cannot. Let your Unique Selling Points (USPs) guide your exploration. Use those areas as your topics of conversation. Research the prospect's products and services:  How can your USPs make them better? How can you competitively advantage them? Research the prospect's critical processes: How can your USPs impact how they make their money? Map their workflow processes to identify how you can help them increase profitable revenues, decrease costs, strengthen image, and reduce risks.  Research the prospect's business plan: Uncover how your USPs can support their strategic initiatives, goals, MBOs, buying cycles, and s...

Objection 1 of 85: Not interested . When does it usually occur? Initial contact. Probable Cause: Prospect does not believe a need exists. Objective: Establish a need. Prevention Strategy one of six: A need is a gap between where the prospective customer is now and where they want to be, or it is the gap between a problem and a solution. Therefore, the overall strategy is to establish needs by creating the gaps. The needs you want to establish are those met by your Unique Selling Points (USP). Consider what your USP does; the function it performs. If this function is not being performed, what do you see (or not see)? What does not having this function performed the way your USP can perform it, cost the customer?  Lead them with questions so they can discover they don’t have your USP and because they don’t have that function performed, it costs them real money out of a real budget. Resources: This blog's content comes from Chapter 6: Strategies Specific to Eac...