|Best Practices Blog|
|Blog Post - June 7, 2021|
|Select to "Follow" (More / + Follow) on our Sales Training International or Robert DeGroot home pages on LinkedIn to receive notices of new issues of the blog.|
PREVENT to the Objection, “Already have someone.” Strategy 1 of 5
Objection 2 of 85: Already have someone
When does it usually occur? Initial contact.
Of course, they do! Get over it. Learn how to PREVENT this common objection. Let's start with the basics.
Unless the prospect sees a significant need that their current supplier is not fulfilling, you can expect to get this objection.
However, if you conduct the standard sales style Competitor Analysis, you will quickly find at least three to five needs competitors are not meeting. If you are unfamiliar with this Competitor Analysis, please select the Blog List button above and consult 2020 Blogs # 8 Competitor Analysis for Sales, # 9 Unique Selling Points (USPs) Win Sales, Win Negotiations, and Keep Customers and #24, Finding the Needs Only You Can Fill..
I would suggest you conduct the Competitor Analysis with each of the competitors you constantly run up against. Start with the weakest (you'll find the most USPs with them) and move on to the strongest. After you've conducted a half-dozen of these Competitor Analyses, you'll see a clear pattern of USPs that show consistently.
Once you've identified your Unique Selling Points, you will always be able to help the prospect identify needs they didn't know they have and do it within your opening remarks.
A need is a gap between where the prospective customer is now and where they want to be or the gap between a problem and a solution. Therefore, the overall strategy is to establish the need by finding or creating the gap.
The size and importance of the gap determine its priority and value. You establish size, priority, and value by asking quantifying questions such as how often it occurs and how much it costs each time it happens. That lets you then project into the future what it will cost if the need is not filled.
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 download the free list of the 85 Most Common Sales Stopping Objections organized by missing "Buyer Belief" that causes it.
Select this link to connect and follow Dr. Robert "Bob" DeGroot, MEd, DCH on LinkedIn
Check out the free list of the 85 Most Common Sales Stopping Objections to see what's coming up next.