Today’s thought is about selling to a satisfied customer. In this case, a customer who is happy with their current supplier.<\/p>\n
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.<\/p>\n
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?<\/p>\n
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.<\/p>\n
This is not an easy scenario. What you are seeking is a way to quantify and bring value to the prospect beyond the product.<\/p>\n
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.<\/p>\n
Good selling,
\nRichard<\/p>\n
Have a question about sales? Contact Sakanashi and Associates Inc.<\/a> and I will respond. 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… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[15,5,8,3],"tags":[60,35,47,73],"class_list":["post-2001","post","type-post","status-publish","format-standard","hentry","category-sales","category-sales-tips","category-selling-skills","category-thoughtful-thursdays","tag-sales-2","tag-sales-tips-2","tag-selling-skills-2","tag-thoughtful-thursdays"],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/2001","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/comments?post=2001"}],"version-history":[{"count":11,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/2001\/revisions"}],"predecessor-version":[{"id":3662,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/2001\/revisions\/3662"}],"wp:attachment":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/media?parent=2001"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/categories?post=2001"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/tags?post=2001"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
\nPlease share Thoughtful Thursdays posts with people you feel may find the topic interesting and helpful.<\/p>\n","protected":false},"excerpt":{"rendered":"