Prevent the Objection, “We do it internally with our own people.” Strategy 5 of 5

Objection # 5 of 85:We do it internally with our own people.

When does it usually occur? Initial contact.
Probable Cause: Prospect does not believe a need exists.
Objective: Establish a need.

PREVENTION STRATEGY 5 of 5: Have at least two or three quantifiable big-bang Unique Selling Points (USPs) that you know few, if any, internal departments would be able to do. Focus your introductory comments on these areas.

See previous blogs or the book for the four business needs, Unique Selling Points, Competitor Analysis, and scripting suggestions.

Resources:

If you want a shortcut to the top of the sales force, invest $9.95 for the eBook or $19.95 for the paperback. Carry it with you. Tab the pages, make your own notes, and start your own sales objections strategy book for the specific objections you get for what you sell. Make flashcards. I did.

This blog's content comes from Chapter 6: Strategies Specific to Each Objection in the Objection Free Selling book.

Select this link to take the FREE sales diagnostic to identify which objections are stopping your sales and which skill sets you need to learn and use to prevent, preempt, and respond to these specific objections. Only ten questions.

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