Prevent the Objection, “We're satisfied with our current supplier.” Strategy 4 of 4
Objection 3 of 85:We’re satisfied with our current supplier
When does it usually occur? Initial contact.
Probable Cause: Prospect does not believe a need exists.
Objective: Establish a need.
In the previous blog, you learned a strategy to prevent this rejection objection by stating during your opening remarks say that you want to get them some information about how your company has solved costly and critical issues related to ___, ___, and ___." In these blanks, you placed the functions of your Unique Selling Points (USPs).
The logic is that if the prospect does not have your product or service, then it follows; they would have critical and costly needs not being met.
In our experience within our Major Accounts Call Center, this usually stoped the objection. Still, sometimes when we caught the person off-guard (cold call, don't you know), we discovered that asking for permission to procede significantly increased our ability to conduct the sales interview - then or later. Think about it like this; what do you ask a friend when you've got something important to talk about? How about, "Is now a good time, or can I call you back later on today?"
Get permission to proceed, and then ask questions targeted toward discovering needs. An example of doing this would be,
"Is now a good time to quickly verify some information, or should we set a phone appointment for later today?"
With an "okay" from the prospect, you might ask a question such as, "What are your greatest concerns related to ____ (missing USP)?" Or you could continue with your USP guided Research Questions.
This works consistently when you have two essential components. Their attention and recognition that they have an unmet need.
You get their attention initially by your opening remarks that put your greeting at the end of your introduction. "Hello, I'm Bob DeGroot. Good morning. Now pause. They have to stop what they're doing to recognize you. Often you'll hear, "I'm sorry, who are you, and how can I help you?" That now permits you to proceed as above to bring their attention to costly and critical needs not being met (functions of your USPs).
Already have someone no longer fits their situation because they don't have someone meeting needs to be met by your USPs.
If any of the terms in this blog are unfamiliar, select the "Blog List" button above to find the related blog.
Resources:
This blog's content comes from Chapter 6: Strategies Specific to Each Objection in the Objection Free Selling book.
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