During last week’s teleseminar, a participant asked this question, “What do you do when a good prospect says they are happy with their current supplier?”
This is a common objection and one that every person who sells a product or service needs to be prepared for. This newsletter is too short to deal with all of the possibilities, so I will present some ideas in the next couple of issues. Let’s start with the most common situation.
Unless you sell a completely new or innovative product, it is highly likely that your prospect already has a supplier or vendor.
That means it is essential that you find out if your prospect currently has a supplier early in the sales conversation. Use a simple question like, “Who are you currently using?” Follow up this question by asking what results they have experienced with that supplier. Then say, “Tell me one thing you would like to see improved.” If your prospect says “nothing” then you should probably move on to someone else. However, if she does tell you something, listen carefully, and get her to elaborate on the implications of that shortcoming. Then use that insight to better position your solution.
Kelley Robertson helps sales professionals and businesses discover new techniques to improve their sales and profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.kelleyrobertson.com. For information on his programs contact him at 905-633-7750 or by email.
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