Prevent the Objection, “Not Interested.” Strategy 1 of 6

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Objection Free Selling icon
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:

Objection Free Selling book cover
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 to neutralize them, and how to develop Unique Selling Points. Also see blog #9, Unique Selling Points.

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Dr. Robert “Bob” DeGroot, M.Ed., DCH
Author of 22 Best Selling eBooks

Sales Training International

https://www.saleshelp.com for more information

 © 2021 Robert P DeGroot

 

Dr. Robert "Bob" DeGroot is the founder and president of Sales Training International. He is a bestselling author, counselor, consultant, sales professional, and trainer. He has over 40 year's experience in the fields of sales, sales management, customer service, psychology, hypnosis, and program development. He holds a Bachelor of Arts degree in Psychology and Master of Education in School Psychology from Texas State University. He earned his Doctor of Clinical Hypnotherapy degree from the American Institute of Hypnotherapy. He is the author of 70 + Instructor-led training manuals, 50 + Web-based training courses, and 40 + books and ebooks.

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