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.
Paul Cherry is a coach, speaker, consultant, and best-selling author. He specializes in sales effectiveness development, with an emphasis on asking smart, intuitive questions that help “galvanize” successful customer relationships. For the past two decades,he has worked with more than 1,200 organizations and businesses in a wide array of industries. Paul has been featured in over 250 online pubs and print magazines, including Kiplinger’s Personal Finance,Selling Power,Investor’s Business Daily, and Inc. magazine. His published books include Questions That Sell,Questions That Get Results, and The Ultimate Sales Pro.
Paul is founder and president of Performance Based Results, which delivers B2B sales training and performance coaching to teams and managers in corporations across the USA and Canada, including 175 of the Fortune 500, and 1,000-plus entrepreneurial, cutting-edge companies looking to dominate their niche markets.