IV. Central Sales Process
B. Plan objection prevention strategies

Performance Objective: Consistently reviews competitor analysis data to identify potential objections and develops strategies and tactics to prevent them from occurring. Uses a sales strategy that ensures each of the 10 buyer beliefs are firmly in place with each decision maker involved in the sale. That prevents most common sales stopping or stalling objections.

Learn how to:

  1. Instill and/or confirm the belief that a need exists, thereby preventing initial and post-presentation objections such as, "Not interested," "Already have someone," "Just send me your literature," "We're happy with what we have now," "We don't need it because..."
  2. Instill and/or confirm the belief that the decision maker has full or partial responsibility to prevent objections such as, "It will never get through the system," "We're cutting back and my boss won't authorize anything," "Not interested"
  3. Instill and/or confirm the belief that the decision maker has full or partial authority to prevent objections such as, "It will never get through the system," "We're cutting back and my boss won't authorize anything," "I'll have to get back to you on that" "That will have to get approval from a higher authority"
  4. Instill and/or confirm the belief that sufficient discomfort is being felt to prevent objections such as, "Not interested," "Too much hassle," "No time to talk/meet"
  5. Instill and/or confirm the belief that the need has priority to prevent indifference type objections such as, "Too many other things ahead of this one," "Not a priority now"
  6. Instill and/or confirm the belief that your type of solution will work to prevent objections such as, "This isn't for us," "We don't feel comfortable with this," "I don't think this will solve the problem"
  7. Instill and/or confirm the belief of capability and credibility to prevent objections such as, "I don't think your track record is strong enough," "We want someone who has a lot more experience in our industry"
  8. Instill and/or confirm the belief that your solution is the best solution to the exclusion of competing solutions in order to help the prospect rule out the competitors and prevent objections such as, "There isn't enough difference to change," "I don't see any difference in what you're offering from what we're already using"
  9. Instill and/or confirm the belief that he/she will get a return on investment out of the current budget sufficient to off-set a higher "price" in order to prevent price and stall objections such as, "Your price is too high," "Can't afford it," "Not in the budget," "Your competitor is cheaper," "We're going to have to wait awhile"
  10. Instill and/or confirm the prospect's belief that your plan for implementation will meet the needs and be successful to prevent objections such as, "This is too high risk," "I don't think we'll get anybody to use it," "I just don't see how it will work," "Change is tough around here"

Copyright 2003, 2015 Sales Training International 281-367-5599