Prevent the Objection, “Not Interested.” Strategy 2 of 6

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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 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 so on. Make the link direct to get upper management support.

Look for the missing Advantages and Benefits delivered by your Unique Selling Point's Feature. Use three to five USPs in your exploration.  

Resources:

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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

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