Preempt the objection, "He-She isn't here anymore." Strategy 2

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Blog Post - April 15, 2025

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Preempt the objection: He/she isn’t here anymore. Strategies 2 - 5

Objection_Free_Selling_Icon Prevent - Preempt - Respond

Objection 14 of 85: He/she isn’t here anymore.

When does it usually occur? When you ask for a specific person.
Probable Cause: Person isn’t there.
Objective: Identify the buying influences.

Preemption Strategies: 2 - 5

2. If they are still with the company, contact them and turn them into a Coach by asking the magic question, “Would you help me please?”
3. Sometimes when all else fails, ask to speak with someone in purchasing. Turn that person into a Coach and go from there.
4. Ask your Benefit Questions in a way that will help you identify other key decision-makers. For example, “Who would be most interested in the ROI this will bring?”
5. In some industries, where decision-making roles are constantly changing, people in the Purchasing Department are your best source to learn who’s involved in which projects. Getting a referral from someone in the Purchasing Department helps you get to those people in the Specifier roles directly and quickly.

Resource: Objection Free Selling has now been on the Amazon Top 100 Best Sellers List for seven years and nine months. Get your copy today.

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 causes them.

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