Prevent the objection, "Home office requires that we use ___

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Blog Post - January 14, 2025

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Respond to the objection, "Home office requires that we use ____." Strategy 2 of 3

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12. Objection: Home office requires that we use ____.

When does it usually occur? After the initial introduction of your products/services.
Probable Cause: Prospect does not believe they have the authority to move forward.
Objective: Identify the buying process and Influencers and achieve product/service differentiation.

Response Strategy 2 of 3: “We like national contracts as well. Thank you. Before we move to that phase of the process, I wonder if you could help me, please. I’d like to explore the major differences between what we offer with what you have on your national contract. That way, we would all know whether this is something we need to pursue now. By the way, do you know when that contract comes up for negotiation?”

If yes, then orient to areas where you are strong and the competitor is weak and ask the prospect about the concerns they have in these areas. This will either allow you to move forward or will give you the information you need to move forward at the home office.

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