Sales Tip - Confidently deal with the sales objection - we dont use that

By: Peter ODonoghue

Objection Handling Tip: How to deal with “We don’t use that/them”

When you make a call to a prospective client you obviously have a reason to do so - don’t you. You have probably worked with one of his competitors, have worked in the industry, have researched their company or have some other fantastic reason for calling.
If you don’t have a valid reason for calling then you need to get with it. You can’t be unprofessional in sales today. People are busy and they will not stand for you wasting their time. You know that and you have still rung, therefore you must have a fantastic way you can prove they should at least consider it because it will add value - you do don’t you?
Ok, let’s get serious. One of the main reasons you hear this is because the quality of your opening statements is poor. If you don’t open the conversation with a high quality value statement that raises the curiosity of your prospect, you will suffer from these off pat responses. If you want to learn how to craft the perfect opening statement using a 3 step process called OVQ - then check out my recent blog article at the link below. How do I know you are using bad opening statements? Easy If you get the objection - “We don’t use that/them” the key are the words THAT/THEM. These word show me, you are focusing in your product or service and not the value the other person will potentially get. Get me? It’s highly likely you are using a lame line like “Mr smith we sell colour photocopiers” or something similar. So, if you want to reduce the amount of times you hear this objection then find out how to increase the strength of your value statement.

In the mean time, however, try out this way of carrying on the conversation:
“And I’m not asking you to change now/buy anything, merely get to know you and understand a little more about your business. In fact I would appreciate your opinion on some of the things we are working on at the moment”

Give this line a try and see how the other person reacts. It is natural, non threatening and just seeks to continue the conversation. Most reasonable people will see this and will grant you a further 30 seconds. Make sure you use these well too. Find out how at our sales blog.

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