PREEMPT the objection: We have to use "your competitor." Strategies 1-5

Prevent - Preempt - Respond

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.

Preemption Strategies: 1-5

1. Your customer profile and industry knowledge will often clue you into these types of agreements. Given the existence of these contracts in your target market, this should become one of your early qualifying questions.
2. Once you’ve established the existence of these agreements, then your next step would be to find out the degree of flexibility, how they can buy something off-contract, the timing for renegotiation, the decision-makers involved, and so on.
3. Work to have extensive financial quantification available from other customers.
4. Identify business needs or strategic initiatives that you can position yourself around, such as safety.
5. Get a “piece of the pie” with any of your products/services to make sure you’re on the list of companies to negotiate with when the contract comes up for renewal.

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