Prevent the Objection, “Not Interested.” Strategy 3 of 6
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?”
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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