|SalesHelp Best Practices Blog|
|Blog Post - May 10, 2022|
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Preempt the Objection, “I can't use any more _____.” Strategy 2 of 2
Objection # 6 of 85: I can't use any more _____."
When does it usually occur? Initial contact.
PREEMPTION STRATEGY 2 of 2: Sometimes you’ll pick up a pattern with certain competitors where they have a deliberate strategy of keeping their customers just on the high side of inventory requirements. One way to deal with this is to talk with the customer about the cost of money losses (tied up in inventory), inventory insurance costs, taxes on finished products on the shelf, warehousing costs, and other financial hits and risks they’re taking by getting pulled into buying high levels of inventory. If you can offer “just in time” deliveries, then you have a good chance of getting in the door without the objection coming up. Become your prospective customer’s consultant and ear to the ground information source.
Be sure to select and add the "Preemptive Strike Transition Sentence" discussed in an eariler blog to add context and power.
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This blog's content comes from Chapter 6: Strategies Specific to Each Objection in the Objection Free Selling book. The skills necessary to carry out every strategy and tactic are also included in the book.
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Select this link to preview and buy this bestselling eBook: Value Selling Strategies P.R.O.S.P.E.C.T. Model. It combines the steps of the sales process into an easy to learn and use sales model designed to prevent most of the common sales stopping objections.
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