Prevent the Objection, "Not Interested." Strategy 6 of 6

-

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 six of six:

Work with your Marketing Department to lay the prevention strategy foundation by identifying in your literature problems only you can solve with your Unique Selling Points (USPs). The more your materials can address potential objections, the better.

There are different types or styles of competitor analysis. Work with Marketing to conduct competitor analysis using the four-box type developed explicitly for sales. This type is not the popular SWOT analysis.

The sales type competitor analysis tells you specifically the objections you will get (spoken or not). It will tell you how to handle each objection. It will tell you the Unique Selling Points that will prevent, preempt, and respond to each unanswerable objection. It will provide you with the information you need to handle priority, price, and six other categories of objections. See the 2020 blog #8 for instructions on how to conduct the sales-type competitor analysis.

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

You can use the subscribe button above so you won't miss any of the new blogs as they're published.

Objection Free Selling book cover

Select this link to preview and buy the eBook: Objection Free Selling

Select this link to the eLearning course: Objection Free Selling

Select this link to connect with Bob on LinkedIn. 

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

Sales Training International

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

Sales Training International logo

© 2020 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.

Comments

Post a Comment

Popular posts from this blog

Can you sell big-ticket complex items over the phone?

-
Image
Million-dollar major account selling Before you say, what you sell is different and can’t be sold over the phone, consider these possible scenarios. The person calling was previously a buyer with another company and is now with a different company. The person calling has already done their research and has chosen what you sell and now needs to work out the details and place the order. Your value proposition is so obvious, your company so credible, and the customer’s need is so strong that it’s just a matter of working out the logistics. All of these scenarios are true, and I’ve personally experienced all of them and many more. So yes, you can sell anything and everything by telephone – even million-dollar sales are possible. My personal best was a $6 million sale of engineer products. Our Major Account Call Center (MACC) made sales ranging from $25K to $250K and three over a million during our first year. They sold fueling services, mobile maintenance, software, medical devices, af...
Read more

The Best Sales Training Online Blog content is now on https://saleshelp.com/

-
Image
We're consolidating and  moving the Best Sales Training Online Blog to  https://saleshelp.com . We will continue to link the content from the Blog List on the menu bar. Select the Blog button on the nav bar on top of the  SalesHelp.com website to see the current blog and select the Blog List button on that blog page to view previous blogs. Select to “Follow” me on LinkedIn to be notified of future blogs:  https://www.linkedin.com/in/bob-degroot/ We're sorry for any inconvenience this move might cause you. We think you'll like the better access to the blogs and to the free resources on our site.  Please don't hesitate to contact me with any questions or concerns you may have. Thank you again for your understanding. Dr. Robert "Bob" DeGroot, MEd, DCH Bob@SalesHelp.com
Read more

Prevent the Objection, "Not Interested." Strategy 4 of 6

-
Image
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 four of six: Ask about the missing Advantages and Benefits that your Unique Selling Point (USP) Feature provides. Ask about the costs associated with not having them. Connect your USP Feature that provides the solution to its Advantages and Benefits that fill the need. For example, from Blog # 14 FAB - The Persuasive Language of Selling: F eature – Containers made of plastic A dvantage – Won't rust B enefit – Lowers maintenance and replacement costs caused by rust. After completing your brief initial research, you find out that the prospective customer uses metal containers that rust (see their product on the resellers' shelves, ask other customers who use metal containers, look them up online, etc. Now you can ask the questions that establish the need (gap): How many container...
Read more