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Beating this one is fairly EASY if you do it right! Right means beating it with plenty of 3rd person rapport, letting your prospect “off the hook,” (see sales cycle or Beginning Sales Training Course) and handling it in a COMPLETELY NON-THREATENING, NO PRESSURE MANNER!
All you have to do to “pre-beat” this objection is to ask your d.m. if they’re the one who would handle “it” (meaning decision to buy, but we NEVER use high pressure words like decision, commitment, contract, etc).
You DO have to get a verbal affirmation to this. Let’s use an example to make it easy:
“John, I’ll go ahead and show you what it is that Mike, Sandy, and Ted are doing, but first, let me ask you this: Are you pretty-much the one who would handle something like this?”
Dead Air
Then your prospect will either say, “Sure” or “Nope, I need to have several other people in on this)
If they say, “Sure,” you can move on to the Procrastination Objection part.
If the y say, “No or not sure,” then do the following:
1) Build more name-based rapport, let them off the hook again, and re-ask the question a second time (don’t worry that you’re asking the exact same question- your prospect won’t know it.) If you get an affirmative this time, go on to the Procrastination Objection. If you get another negative, go to step 2.
2) Using names, try to convince the prospect to get the needed parties into the demo right then. Say something like, “I know how you feel, Terry felt the same
way. What she did was go ahead and grab her supervisor for a quick minute just in case the supervisor had any questions! Boy was she glad. Her supervisor ended up being so fired-up about the XYZ product that he picked up TWO of them- one more for their satellite office! So why don’t we see if Bill (your supervisor) has a minute.
If you get the needed parties in at that time, make CERTAIN you go back through the start of your presentation again right then to ensure you have solid rapport with all the additional people. Remember- you’re starting a demo for them FROM SCRATCH! Make sure you don’t go in cold.
Then, with the new people in on the meeting, you’re ready to try to qualify these people again. You MUST build great rapport, let them off the hook, and ask in the same way: “O.K. is everybody here now? GREAT! So let me ask you this before I show you the XYZ, are you guys pretty much the ones who would handle this?”
Dead Air
Let them all look at each other and then nod.
Once you have the new people qualified, you can THEN move on to the Procrastination Objection.c
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