Prevent the Objection, “We’re satisfied with our current supplier.” Strategy 3 of 4

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Blog Post - September 22, 2021

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Prevent the Objection, “We're satisfied with our current supplier.” Strategy 3 of 4

ObjectionFreeSellingIcon 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.

During your opening remarks, state that you want to "get them some written information" about how your company has solved costly and critical issues related to ___, ___, and ___."

State three areas where you are strong (USPs), your competitor is weak, and typical customers in this market segment have needs. Look to how your USPs solve problems, carry out functions that meet their four business needs: increase your customers' ability to make money, save money, enhance or strengthen image with their customers, and reduce risks.

Follow this by asking a question, "Is now a good time to quickly verify some information, or should we set a phone appointment for later on today?"

Now you can conduct your brief phone interview exploring needs you can meet that your competitor cannot. Focus on areas related to how your USPs can impact their four business needs in how they make their money, make their products or services more competitive, or complete the strategic initiatives in their business plan.

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Resources:

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

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