Thoughtful Thursdays – Selling to a satisfied customer
Today’s thought is about selling to a satisfied customer. In this case, a customer who is happy with their current supplier.
You have been able to establish rapport and sales calls are typically positive. In spite of all your efforts the prospect is not giving you an opportunity to be a supplier… or so you believe.
My thought is that if they are giving you the time, then there is an opportunity. The challenge is to determine what will unlock that opportunity for you?
Let’s assume that your product offering is similar in price, quality and performance to the competition. What does that leave? You could wait until there is a supply issue, but that could take a long time. A product quality issue may open the door, but the incumbent will likely be given the opportunity to address the issue.
This is not an easy scenario. What you are seeking is a way to quantify and bring value to the prospect beyond the product.
- Can you help your contact(s) achieve the objectives they are measured on?
- Is there a way to make your product easier to use?
- Can your product be improved?
- Are there other business within your company that can also help your prospect?
It may well be a situation where you must wait for your turn. Continue to be persistent and believe that as long as they are willing to spend time with you, there is an opportunity.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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