RESPOND to the Objection, “We're satisfied with our current supplier.” Strategy 1 of 3
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 blogs (see blog list) we've discussed four ways to prevent this objection from entering the prospect's mind, two ways to preempt it and now let's look at three to respond to it.
Get the opportunity to tell your story. This is a great three-part strategy.
Quickly Find the Pain: “Makes sense that you would. And that leads me to a quick question. We (or our customers) are seeing a lot of change in the areas of ___, ___, and ___ (USPs); I’m assuming your operation would be experiencing this too. What are your greatest concerns with ___ (missing advantages and benefits of one of the USPs that applies to this change)?”
Create Urgency for Meeting: Use the FAB-TEA Value Selling process to briefly explore the associated costs to build the priority needed to get some form of resolution. Flow from USP to USP, and then close on a phone or in-person appointment to explore these areas in greater depth.
Set the Meeting: “So if you see ___, ____, and ___ (signs they don’t have your USPs) and given that the costs we’ve identified so far, then we’re both seeing a few red flags that say we need to explore this further. I can do that quickly. How soon would you like to get this done? What’s your schedule look like this week? Do you have a couple of preferred times?
If you're unsure of some of the abbreviations or terms, they are all spelled out in previous blogs. Select the Blog List button above to review.
Resources:
This blog's content comes from Chapter 6: Strategies Specific to Each Objection in the Objection Free Selling book.
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