The Key Question to Help Dislodge a Competitive Vendor Relationship
You’re in a conversation with a prospect and you finally pop the question:
“What do you like (or dislike) about your current supplier?”
The prospect says:
“Well, we’re happy with whom we’re using now. But I’m willing to listen to what you have to offer.”
Now you’ve got a big problem
Because you didn’t get the complete answer you were looking for, you go into your usual “sales spiel.”
Ten minutes later, the prospect says:
“Well thanks for stopping by. I enjoyed hearing what you have to say, and when, or if, we decide to look at other options, we’ll give you a call.”
The sales call comes to a close with no next steps or action plan to move the sales relationship forward. What do you think are the chances this prospect is gonna give you a call?
Low probability. You’ve lost control.
Next time, when you’re trying to gauge whether there’s an opportunity to disrupt a competitor supplier relationship, there’s a much more effective way to ask the question. Click on the video to find out.