Preempt the Objection, “We're satisfied with our current supplier.” Strategy 2 of 2

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.

The second strategy to preempt this objection is to get the prospect to realize that they have changed suppliers on any number of products and services in the past and have benefited from it.

Talk about how happy you were with the car, computer, phone, and so on, when you first got it, and then how that changed as new capabilities you wanted becoming available but the supplier you were happy with couldn’t provide.

For example, “So what do you do when you really want something you can’t get from your current supplier?” Now transition to your Unique Selling Point’s missing Advantages and Benefits and ask, “What are your greatest concerns about not having the ability to ___ (missing USP)?”

Resources:

This blog's content comes from Chapter 6: Strategies Specific to Each Objection in the Objection Free Selling book.

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