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What does it sound like?

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“We’re already working with someone else!”

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Where does it typically tend to show up?

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Prospecting Call, making contact with a lead for the first time.

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What do we do with it?

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Turn around.**Key Objective: to turn around the objection, engage the lead further, and continue to guide the lead through the sales process to ultimately close and fund!

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How do we turn it around?



“Great, what results are you getting?”

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Why do we say it?

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There’s two responses merchants typically get when they introduce this objection into a sales conversation:

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“Okay, have a nice day.”

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And

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“We’ll beat whatever they’re offering you!!!”

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The first is very passive and prematurely ends the conversation, the second is aggressive and sometimes effective at continuing the call.

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The challenge is that most of the competition who is working to overcome that objection will offer to beat the other vendor – merchants hear it a lot, and they get numb to it.

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At this point, we don’t know what*“working with someone else already” really means.

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With this question, we can start to uncover how to meet the customer’s needs at a higher level and win their business.

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A positive response allows you to then ask about what is working well for them with the other vendor – this is your in to understanding how you can*serve them better.

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A negative response allows you to ask about what needs must be met for them to get what they want – this is your in to winning their business.

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Listen in for key points and answer these questions:

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Who is the other vendor (somebody else)?

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At what Stage of the*Sales Processare they in?

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Have they funded already and are up for renewal?

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What is the merchant’s objective, his/her Key Business Outcome?

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Oftentimes merchants believe they are all set just because they are already working with someone else. *You can convince them otherwise, if you can continue the conversation. *Merchants could care less about lofty statements, but they will engage with irresistible strategic questions. *Ask on!

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*ABBP*

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Always Be Building Pipeline!

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Thank you to all who have served in our armed forces.

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-FundingStrategist

https://fundingstrat.com

https://fundingstrat.com/objection-w...-someone-else/
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