"I'm happy with my current supplier" - can be triggered with a question like "so, how's XYZ Company doing for you?"
by Jim Meisenheimer, the Sales Pro
Have you ever heard that one before? Today's sales challenge was
submitted by T.F. When he calls on new prospects he often hears
comments like "I'm happy with my current supplier, were quite happy
with them,"and "we've been with them for quite a long time."
He attempts to sidestep these comments by introducing his company's
capabilities. It's his attempt to show them some fresh and new ideas.
Avoiding the Obvious Response
The problem may not be what the prospects are saying - it may actually
be what triggered these responses. The next time you hear someone
say,"I'm happy with my current supplier," try and remember what you
just said to trigger that response.
"I'm happy with my current supplier" - can be triggered with a
question like "so, how's XYZ Company doing for you?"
"Have been doing business with them for quite some time" - could have
been triggered with a question like "how long have you been doing
business with XYZ Company?"
Have you ever heard a department store sales clerk greet you with "Hi,
can I help you?" Of course you have, and so have I more times than I
care to remember. And what do you think the typical response is to
that question? If you're like me you might say "no thanks I'm just
looking."
Now, if you're that sales clerk and you never wanted to hear the
phrase "no thanks I'm just looking" ever again what do you think you'd
have to do?
You probably guessed right. You would have to eliminate the phrase
"can I help you" which triggered the "no thanks I'm just looking"
response.
Company Capabilities Not Always the Answer
Here's another suggestion for T.F. Don't be too quick to talk about your
company's capabilities. When you present your company's capabilities
before you know anything about your prospect it usually sounds like a
"dog and pony show." Always start with your customers not with your
products. Your new prospects will enjoy the time with you more if you
start with questions which show a genuine interest in your prospect's
situation.
Avoid being "like the cotton in an aspirin bottle." You don't want
your customers wondering why you are there.
Where Does It Hurt?
For even better results assume that every prospect you meet has some
pain. Ask questions to uncover his pain - before you present your
products as pain killers.
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Jim Meisenheimer
Creator, No-Brainer Selling Skills
Original Post