. . . "We have a supplier that we are very happy with."


What can you say after hearing this?


THE AUTOMATIC OBJECTION


This is either a true objection or an automatic objection - an effort to get you off the phone quickly.


How can you respond to this?


Ask a question to get the prospect involved in a conversation.


Five Ways

 

1.)  "I understand.  Which [products]  are you buying now?"

or

 

2.)  "I understand how you feel.  Some of my customers felt the same way you do, and they found, after using our [fill in with your product or service] they experienced much [better, easier, faster, etc.] [fill in results].  Is it okay if I send you our monthly sale announcements?"

(A positive answer to this question can keep the door open for your future calls.)

or:


3.)  "I see [or "I understand"] "Customers who have switched over to our company tell us our [fill in with your benefits, i.e., quality products, response time, or service, etc.] is the best they've found.  Do you need any [suggest a specific product] today?"

or


4.)  "That's great!  That gives you time to evaluate other resources so you can have a second source for [your products or services] when your current vendor is back ordered.  Is it okay if I send you our monthly sale announcements?" 

As a last resort:


THE SOFT-SELL APPROACH


5.)  "I understand.  Please keep us in mind as an alternate source. If your currrent supplier is ever back-ordered on an item you need, just give us a call and we can get the product to you [the same day, next day or whenever you can truthfully promise delivery.]  We would love to be your second source."

This is a very non-threatening response.  I hear from sales reps who tell me they are surprised at how often they get calls back from these prospects - to place an order. 

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