Re: Overcoming Objections

"> "Jackhat1" <[EMAIL PROTECTED]> wrote in message
> news:[EMAIL PROTECTED]
> >
> > >>
> > >> What's the best way to overcome objections with a prospect, with
> > >> respect to lack of experience in their vertical [market]?
> > >


This objection happens when you don't define
what you are selling.   Your "product" is an
improvement PROCESS.  The process is reproducible
within his current business structure.  You identify
problemss in his system and integrate fixes.
Your broad exposure to other systems and
the installation of "fixes"is THE asset he is
purchasing from you.  He already has people
in his org that can install fixes limited in scope by their lack
of broader exposure to other systems.  Make it clear that
you focus on the improvement process and not the
nuts and bolts of his particular system.  By stressing the
potential for use of outside proven methods, much credibility
is created.  It also defuses the problem of lack of experience
in the client business.

Look at the use of TOYOTA lean Manufacturing experts ar BOEING.
Toyota doesn't know squat about assembling airliners.  But they
are damned good at streamlining PROCESSES.

Use that as a thing to provoke thought.  First yours and then
your customers......

Scott.