Respond to the objection, "Home office requires that we use ___

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Blog Post - March 18, 2025

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Respond to the objection: We have to use "your competitor." Strategy 4 of 4

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Objection 13 of 85: We have to use 'your competitor.'

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: 4 of 4

4. “Well, that’s disappointing, but let’s push on.” Explore other products and services you must sell, find the decision-makers, and get introductions. In the end, circle back around to the national contract and explore possibilities, flexibilities, timing, and so on. Your objective would then be to position your company to get the opportunity to be a serious contender when the contract comes up again. Much of that will depend on how much you can learn about the customer and then modify your offering and how you do business to match their ever-changing needs. Continue to match your Unique Selling Points to their as yet undiscovered needs.

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Buy the eBook or 316 Page Paperback: The book contains 874 PREVENTION, PREEMPTION, and RESPONSE strategies for the 85 most common sales-stopping objections categorized by the missing Buyer Belief that caused it.

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