Objection Category: Buyer Beliefs 2 and 3 – Responsibility and Authority
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8. Objection: It will never get through the system.
When does it usually occur? After your presentation.
Probable Cause: Prospect doesn't believe s/he has enough authority to move the project forward or is unsure how to proceed.
Objective: Identify the key decision-makers in this sale and create coaches and champions.
- In general, you’ll need to identify the decision-makers by the type of decisions they make. Remember there could be more than one person in a role and there could be one person in several roles. Create coaches of the decision-makers you are interacting with to get support to interact with the other decision-makers.
- Identify from your lead sources (referral, directory, or network), who, by title or function, would most likely be in the different decision-making roles. See the profile characteristics of accounts in this market segment and size company to identify the titles of high probability decision-makers.
- Ask questions about how your products/services will benefit the key decision-makers.
- While setting the agenda for the next meeting, say, “This will require input from several people in different parts of your company, so what we’ll want to do is identify who needs to be involved and when they should be brought into the loop. I could see that we need to meet with ___ (specify role/person/title) during our next one or two meetings, who else do you think we should include in that meeting?”
- Continue to work with the decision-makers you have access to, so you can develop Coaches and Champions to move the purchase through the system.
- Whenever you see that you don’t have all the relevant decision-makers identified and in the room, don’t make a final presentation. If you have to do something, make a tentative or draft presentation to get most details handled. Allow time during your presentation to get any information that you’re missing. This could include cost justification, specifications, buying process, timelines, decision-makers, next steps and so on.
- Without the critical sales information you need to complete the steps in your sales process, it’s not the time to ask for the order. Identify the steps in your sales process that should be completed before you ask for an order. You want to make sure the order will not get canceled because you missed a step along the way.
- Ask a lot of Benefit Questions to create Coaches and Champions.
- “Under normal circumstances, I would be in total agreement with you. However, based on what we've discovered, we’re going to have to take our findings to the next level, or we could be put into a position of having to answer some tough questions when this comes to light and we didn’t at least let them know. We need a solid strategy to make sure what we have gets interpreted accurately. So, I recommend we first verify ___, next we can ___ (continue to build a plan).”
- “That’s the next question I’ve got. What are the steps in your process, who are people we’ve yet to interview, how do you set priorities on budgeting, and given that this is something that will benefit each of you, how can we work together to realize those Benefits?”
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