A common question I receive from sales reps is: “When I am prospecting, I always hear “I am happy with my current supplier.” I can’t sell when I can’t even get in the door. How should I handle this objection?”
Of course you hear this objection over and over! Most prospects are happy with their current supplier. Otherwise, they would have called you before you called them! If by some chance the prospect was unhappy enough that he picked up the phone to call you, they would have also called your competitors as well.
Dig deeper into the prospect’s relationship with his current supplier. Ask how long they have been dealing with their supplier and why they changed to them in the first place. Ask what it is specifically that makes them happy with their current supplier.
You must also plan ahead by knowing what competitive advantages you have over that supplier. You can then develop questions which differentiate yourself. For example: “Mr. Prospect, some users of your brand of widgets have told us that they experienced an issue with _____. Have you ever experienced this problem? How did that affect your operation? Would it help if we solved that problem?”
By being prepared with questions for at least three competitive advantages for each particular supplier, you should create enough need in the prospect’s eyes so that you can get the appointment. If not, perhaps they were not the competitive advantages that you thought they were!
Don’t be surprised by this objection. Expect it and plan for it!
Join our free webinar How To Build Trust where we share quick and easy ideas that will help you build trust and credibility with your prospects. Webinar doesn’t fit your schedule? View the presentation video here.
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