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buy viagra at boots The, “I am happy and satisfied with my current supplier…” objection, has and still plagues sales people. While I have written volumes on this subject, I thought it best if I take a minute and give you something else to think about on the subject.
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Usually, when you ask the buyer about their current supplier, it seems the longer they have been with the supplier, the less your chances for getting your foot in the door. Prospective buyers are quick to boast about how long they have been working with your competition. However, it is that longevity, which actually works in your favour.
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When that current supplier went after the account, they did everything they could to earn the buyer’s business. They spent lots of money and invested time. The sales rep bent-over-backwards to close the sale and get the account.
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You need to understand this and help the prospect realise that it is very possible that they are getting less than they deserve DUE to the fact that they have been doing business with the same supplier for so many years. How would they even know?
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“Steve, I appreciate the fact that you have been doing business with ABC Company for so many years. And I am certain that they did everything right to EARN your business. The question you need to ask yourself Steve, is are they STILL EARNING your business?
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Of course, this all depends on WHEN in the sales interaction you get this so-called objection, but I think you get the idea. All you want to do is help the prospect understand that it is in their best interest to at least take a look at what you offer, if for no other reason than to keep their current supplier on their toes.
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viagra prague Hi! I'm the founder and Managing Director of MTD Sales Training - we offer sales training solutions for companies both large and small. I'm blessed to work with 25 of the most talented trainers in the UK....well, I did recruit them! ;-) Today, we've delivered training in over 23 countries to over 3,500 different organisations and 100,000 staff. Our clients include Xerox, Friends Provident, Starbucks, Taylor Wimpey, CISCO, Allianz and Lloyds TSB to name but a few.
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