Prevent the Objection, "Not Interested." Strategy 6 of 6
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.
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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© 2020 Robert P DeGroot