How to Disrupt Existing Supplier Relationships

When accompanying sales reps on calls, too often I witness sales reps barraging the prospect with a slew of questions like:

  • Who are you using now?
  • What do you like about them?
  • What don’t you like about them?
  • What are you paying?
  • Where do you need to be?

As a result, these sales calls typically go nowhere.

Disrupting a Prospect’s Existing Supplier Relationships

A better tactic — focus on the prospect’s current customer base. After all, it’s the reason why they are in business.

  • Where are they meeting/not meeting their customers’ expectations?
  • Where are they looking to grow their sales?
  • Where are they looking to reinforce their customer value and gain a competitive edge?

Focus on the above areas, and you are more likely to disrupt existing supplier relationships.

Take a Look at These Related Articles

  1. Never Ask These Two Questions To Disrupt Your Competitor Vendor Relationship
  2. Infiltrating Key Accounts — Disrupting Entrenched Competitors
  3. The Key Question to Help Dislodge a Competitive Vendor Relationship

Leave a Reply

Your email address will not be published. Required fields are marked *

Search Articles

Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).