TRANSCRIPT: Prospecting a competitor’s satisfied customer
Hi, it’s John from ResourcefulSelling
I know prospecting’s hard work. Figuring out who is worth your time and who’s not is what separates the great salespeople from just the good ones.
So when you hear a prospect say, “Frankly, I’m very happy with my current supplier,” it’s really tempting to scratch them off and move to the next name on your list. Here’s a warning for you. That could be a big mistake.
Just think about it. Aren’t those the kind of customers you wish you had more of?
- They’re loyal.
- They’re not quick to make a change.
- They appreciate the benefits of a continuing long-term relationship.
- And they’re usually quality customers.
Then remember this intriguing little nugget:
75% of the customers who have switched suppliers ALSO said they were satisfied before they switched.
And who plays the biggest role in the decision to stay or go? It’s the salesperson – that’s you!
The prospect said he was happy. But he didn’t say he was happy with his salesperson.
So in the end, it all comes down to a one-on-one, head-to-head battle with the opposing salesperson. The ball’s in your court.
