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We already have a supplier

by thet
39 replies
In cold call techniques that really work the answer to this objection is:

Good to hear! What we have seen with our clients is that our products compliment very well with what they are doing."

What do you think of this response? Does it work well for you on the phone?
#supplier
  • Profile picture of the author James English
    Ask questions about their current supplier first. Maybe they have a problem with their current supplier that you can uncover through a bit of digging
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  • Profile picture of the author Claude Whitacre
    Originally Posted by thet View Post

    In cold call techniques that really work the answer to this objection is:

    Good to hear! What we have seen with our clients is that our products compliment very well with what they are doing."

    What do you think of this response? Does it work well for you on the phone?
    My first thought is to immediately position that as a good thing. Act as if you were hoping they had a supplier. Something like.......

    " I know. And having a secondary resource would allow you to compare costs, and get the best selection and prices...isn't that right?"

    In fact, I might start the call with something like "We provide (whatever) to businesses who already have a supplier. Do you have a current supplier?".

    If you are running into most of your prospects already having a supplier, make it one of the qualifications you are looking for. You just need to have a reason why it makes sense.
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    • Profile picture of the author thet
      Originally Posted by Claude Whitacre View Post

      My first thought is to immediately position that as a good thing. Act as if you were hoping they had a supplier. Something like.......

      " I know. And having a secondary resource would allow you to compare costs, and get the best selection and prices...isn't that right?"

      In fact, I might start the call with something like "We provide (whatever) to businesses who already have a supplier. Do you have a current supplier?".

      If you are running into most of your prospects already having a supplier, make it one of the qualifications you are looking for. You just need to have a reason why it makes sense.
      Yes. That makes sense. Now I mention how our products compliment with other companies products, but not sure.. I don't see much value in that myself to be honest. Sounds a bit too needy (as Oran would say). Like, you are just looking for something so you can meet.

      But, being able to compare products is very valueable. Then they will probably say (if they are in a no-mindset): "Well, we already have a second one for that".

      Then I can probably say something like: "The idea stays the same. A lot of companies have 2/3 sometimes even 4 suppliers simply because they want to be able to compare and have option. "

      I don't think pitching with the fact that we supply to companies that already have a vendor is so good, for the reason that we are still a stand alone company. But it's true, a lot of the companies we contact already have a supplier so it might be smart to tackle the problem beforehand. No problem in trying. Will see if I can integrate it in my pitch to see how it goes.
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      • Profile picture of the author Claude Whitacre
        Originally Posted by thet View Post

        Yes. That makes sense. Now I mention how our products compliment with other companies products, but not sure.. I don't see much value in that myself to be honest. Sounds a bit too needy (as Oran would say). Like, you are just looking for something so you can meet.

        But, being able to compare products is very valueable. Then they will probably say (if they are in a no-mindset): "Well, we already have a second one for that".

        Then I can probably say something like: "The idea stays the same. A lot of companies have 2/3 sometimes even 4 suppliers simply because they want to be able to compare and have option. "
        .
        That's not bad. If he's still on the phone (this might be 3 minutes into the call), and he says "We already have a second supplier", I might take a humorous attitude, and say "Remember when you got the new supplier, and they would do anything to make you happy, and give you the best deals to keep your business?"

        He might say "Yeah"

        You "Well, I want you to experience that again, with me. Can I have 5 minutes?'

        And I would say it in a joking way. Sometimes, humor breaks down barriers. That would probably be my last attempt.
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        • Profile picture of the author thet
          Originally Posted by Claude Whitacre View Post

          That's not bad. If he's still on the phone (this might be 3 minutes into the call), and he says "We already have a second supplier", I might take a humorous attitude, and say "Remember when you got the new supplier, and they would do anything to make you happy, and give you the best deals to keep your business?"

          He might say "Yeah"

          You "Well, I want you to experience that again, with me. Can I have 5 minutes?'

          And I would say it in a joking way. Sometimes, humor breaks down barriers. That would probably be my last attempt.
          Yes. That makes sense. Bringing a bit of humor in their is always great.

          Thanks man!
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        • Profile picture of the author baxterblue
          Originally Posted by Claude Whitacre View Post

          That's not bad. If he's still on the phone (this might be 3 minutes into the call), and he says "We already have a second supplier", I might take a humorous attitude, and say "Remember when you got the new supplier, and they would do anything to make you happy, and give you the best deals to keep your business?"

          He might say "Yeah"

          You "Well, I want you to experience that again, with me. Can I have 5 minutes?'

          And I would say it in a joking way. Sometimes, humor breaks down barriers. That would probably be my last attempt.


          That's really good! Your experience and knowledge in sales really shines through with this rebuttal.
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    • Profile picture of the author mojo1
      Originally Posted by Claude Whitacre View Post

      My first thought is to immediately position that as a good thing. Act as if you were hoping they had a supplier. Something like.......

      " I know. And having a secondary resource would allow you to compare costs, and get the best selection and prices...isn't that right?"

      In fact, I might start the call with something like "We provide (whatever) to businesses who already have a supplier. Do you have a current supplier?".

      If you are running into most of your prospects already having a supplier, make it one of the qualifications you are looking for. You just need to have a reason why it makes sense.
      I was just mulling over using your technique but couldn't figure out what qualification to use for my niche.

      Big thanks for this one Claude. I know when I start my cold calls and walk ins next week, I may
      hear this response.
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      • Profile picture of the author Claude Whitacre
        Originally Posted by mojo1 View Post

        I was just mulling over using your technique but couldn't figure out what qualification to use for my niche.

        Big thanks for this one Claude. I know when I start my cold calls and walk ins next week, I may
        hear this response.
        Ask yourself, "What objection do I hear all the time?'

        And then ask, "What sounds selective, but applies to anyone I want to work with?"

        And answer will be the synthesis of the two.

        For example (with thanks to James Hickey)

        "I provide quality leads and sales, to business owners who already have a website."

        It's brilliant.
        Why? Because every one of my prospects already has a website. And my biggest objection is "I already have a website".

        So now, they feel like part of a select group, and I sound selective.

        In one sentence, I have said what I do, given a big benefit, showed that I'm selective, and had the person think "I have a website, maybe this is for me".

        When I'm selling a vacuum cleaner, I'll mention "This vacuum is made just for people that already have a great vacuum cleaner".
        It position the vacuum as something that they should consider, even though they aren't in the market at all. It's really quite useful.
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        • Profile picture of the author jamesfreddyc
          Originally Posted by Claude Whitacre View Post


          For example (with thanks to James Hickey)

          "I provide quality leads and sales, to business owners who already have a website."
          That is also a really good reply to gatekeepers that are asking what the call is about. Often a succinct, clear reply is all they are asking for. I've modified the above to better align with my business/services and this seems to fit really well in that situation.

          Excellent. Thank you!
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        • Profile picture of the author thet
          Originally Posted by Claude Whitacre View Post

          Ask yourself, "What objection do I hear all the time?'

          And then ask, "What sounds selective, but applies to anyone I want to work with?"

          And answer will be the synthesis of the two.

          For example (with thanks to James Hickey)

          "I provide quality leads and sales, to business owners who already have a website."

          It's brilliant.
          Why? Because every one of my prospects already has a website. And my biggest objection is "I already have a website".

          So now, they feel like part of a select group, and I sound selective.

          In one sentence, I have said what I do, given a big benefit, showed that I'm selective, and had the person think "I have a website, maybe this is for me".

          When I'm selling a vacuum cleaner, I'll mention "This vacuum is made just for people that already have a great vacuum cleaner".
          It position the vacuum as something that they should consider, even though they aren't in the market at all. It's really quite useful.
          What if you hear two objections all the time?

          I always hear:
          1. Already have a supplier
          2. We already have a solution for that

          So my first opening would be:

          "Hi John, Am I calling you at a bad time?

          I am calling on behalf of [ X ]. We are specialised in solutions in [ X ] for organisations that already have a supplier. Do you have a supplier at the moment?

          That's great. We should meet. How works November for you?"

          My second:

          "Hi John, Am I calling you at a bad time?

          I am calling on behalf of [ X ]. We are specialised in solutions in [ X ] for organisations that already have a strong [ ] . On a scale of 1 - 10, how strong do you believe your { X } is at the moment?

          That's great. We should meet. How works November for you?"

          Which one is better and how can I make it even better?
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  • Profile picture of the author thet
    Could you also take something away?

    Pitch what you do.

    Then say: "But... we might not be a good fit. We provide (whatever) to businesses who already have a supplier. Do you have a current supplier?"
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    • Profile picture of the author Claude Whitacre
      Originally Posted by thet View Post

      Could you also take something away?

      Pitch what you do.

      Then say: "But... we might not be a good fit. We provide (whatever) to businesses who already have a supplier. Do you have a current supplier?"
      No. It sounds better if it's in the positioning statement. Maybe the first thing you say.

      I study the techniques that Psychics use, meaning Cold Reading. If I know something beforehand, I'll match it with my positioning statement, but not reveal that I knew ahead of time. It sounds like a happy circumstance.

      For example; "Most people who lease from us, still have a year or so left on their last lease". And you got their name as a person who's ease will be up in a year.

      You have to be careful. You have to have a great..true answer, if you are ever challenged, "Why do most of your customers still have a year on heir lease?"


      For example, I sell vacuum cleaners. The prospect mentions that they have cats. I let it go, and a minute later say "This brush is specifically made for picking up pet hair, especially cat hair..which most vacuums are not made for".

      Now, am I lying? No. The brush is made to pick up pet hair...but it's also made for bare floors, for durability, to be easy to clean, to fit under beds..." I just mention the one facet that fits them, and don't mention the ones that don't fit them.

      Have you read my sales books. Most of this is in there.
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      • Profile picture of the author ewenmack
        I'd take a step back and ask myself why that
        question is being asked.

        In my paper receipt business I can only recall
        that statement ever being mentioned once.

        For consulting clients, I would look at a much stronger advantage
        you can show in a much shorter statement...

        or...

        Come up with news the prospect isn't aware of.

        Handling that statement is what I call a symptom
        of the problem...not the cause of it.

        Like a trained doctor, one should only treat the cause.

        Best,
        Doctor E. Vile
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        • Profile picture of the author thet
          Originally Posted by ewenmack View Post

          I'd take a step back and ask myself why that
          question is being asked.

          In my paper receipt business I can only recall
          that statement ever being mentioned once.

          For consulting clients, I would look at a much stronger advantage
          you can show in a much shorter statement...

          or...

          Come up with news the prospect isn't aware of.

          Handling that statement is what I call a symptom
          of the problem...not the cause of it.

          Like a trained doctor, one should only treat the cause.

          Best,
          Doctor E. Vile
          I am still stuggling with the opening.
          I have all my questions ready but I feel like my opening just suck balls and I already lose them there.

          My opening is:

          "Hi, I am calling on behalf of X. We are an IT company that delivers hardware to organisations who already have a strong infrastructure. Are you responsible for this?

          Do you already have a supplier?

          Everything in this SCREAMS that I am heading for a SELL. But I don't know how to twist it around.

          Perhaps a better second question?
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          • Profile picture of the author jamesfreddyc
            Originally Posted by thet View Post

            I am still stuggling with the opening.
            I have all my questions ready but I feel like my opening just suck balls and I already lose them there.

            My opening is:

            "Hi, I am calling on behalf of X. We are an IT company that delivers hardware to organisations who already have a strong infrastructure. Are you responsible for this?

            Do you already have a supplier?

            Everything in this SCREAMS that I am heading for a SELL. But I don't know how to twist it around.

            Perhaps a better second question?
            Right from the start you are going into the interaction with low status. "I'm calling on behalf of..." is making you sound like something inferior to the prospect. Do you have to say this or is it a language translation difference maybe?

            To follow Claude's basic method, just state who you are and what problem you solve. Put it onto your prospect to be the one to have to quickly decide if the call is of value. All of that "I work for", "I am with", "on behalf of", etc... is just filler you are adding that seems to distract from your message and purpose for prospecting (to sort thru prospects to find the ones that have a need. Its not to convince them they should buy).

            I guess if you must, just add your company name "Hi Bob, This is thet with xyz". But I just say my name and go right into my starter, which doesn't put me at a low status, if anything it puts me equal to or above if he expresses any interest and wants to continue.

            But even without that stuff I think your whole statement is sort of weak and needs work.
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            • Profile picture of the author thet
              Originally Posted by jamesfreddyc View Post

              Right from the start you are going into the interaction with low status. "I'm calling on behalf of..." is making you sound like something inferior to the prospect. Do you have to say this or is it a language translation difference maybe?

              To follow Claude's basic method, just state who you are and what problem you solve. Put it onto your prospect to be the one to have to quickly decide if the call is of value. All of that "I work for", "I am with", "on behalf of", etc... is just filler you are adding that seems to distract from your message and purpose for prospecting (to sort thru prospects to find the ones that have a need. Its not to convince them they should buy).

              I guess if you must, just add your company name "Hi Bob, This is thet with xyz". But I just say my name and go right into my starter, which doesn't put me at a low status, if anything it puts me equal to or above if he expresses any interest and wants to continue.

              But even without that stuff I think your whole statement is sort of weak and needs work.
              then please help me?

              You can't deny I am already working hard I try to improve on a daily basis, and I have to be careful not to spam this forum completely. I have so many questions haha

              Two things stood out in your post:

              1. Inferiour.

              I record all my calls and one thing I do notice is that I am taking a BETA stand in my calls. It's almost like I want approval to ask a question or say something. So, there is doubt in my voice and I need to work on that. And, in such an important issue as what we are selling.. you don't want to work with somebody who sounds insecure.
              This is probably the reason you notice the same in the pitch I wrote out. I want to be polite.

              2. The goal of prospecting

              I believe my goal is to sell an appointment. However, this might be the wrong goal. You say: "to sort thru prospects to find the ones that have a need. Its not to convince them they should buy"

              That's why I probably book success in my calls. I just ask for the meeting, pitch the company.. Answer some objections.. If no interest, fine. I continue.

              Then I started to read SPIN selling and I wanted to become a more sophisticated caller. Ask good questions, Challenge the manager etc
              However, now I kind of miss the red line in my conversation. I am listening to my latest calls and think to myself "Why am I asking that question? This guy isn't even a prospect.. you qualified him as that".

              + when they do have the solutions I offer, I want to meeting. Because maybe we can help in the future. Or maybe they just don't know what they are missing.

              I continue my calls to sell the meeting. Where, in the last example, a meeting would have been useless.

              My start is:

              "Hi John, this is X. Am I calling you at a bad time?

              Good to hear. Thank you. I am calling on behalf... etc(see above)"
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              • Profile picture of the author Claude Whitacre
                Originally Posted by thet View Post

                then please help me?

                You can't deny I am already working hard I try to improve on a daily basis, and I have to be careful not to spam this forum completely. I have so many questions haha

                Two things stood out in your post:

                1. Inferiour.

                I record all my calls and one thing I do notice is that I am taking a BETA stand in my calls. It's almost like I want approval to ask a question or say something. So, there is doubt in my voice and I need to work on that. And, in such an important issue as what we are selling.. you don't want to work with somebody who sounds insecure.
                This is probably the reason you notice the same in the pitch I wrote out. I want to be polite.

                2. The goal of prospecting

                I believe my goal is to sell an appointment. However, this might be the wrong goal. You say: "to sort thru prospects to find the ones that have a need. Its not to convince them they should buy"
                If you are setting appointments for other reps, your job is to set appointments.

                Did you read my book on prospecting I sent you?
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                • Profile picture of the author thet
                  I did. Yes. Got some great insights out of it.
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      • Profile picture of the author thet
        Originally Posted by Claude Whitacre View Post

        No. It sounds better if it's in the positioning statement. Maybe the first thing you say.

        I study the techniques that Psychics use, meaning Cold Reading. If I know something beforehand, I'll match it with my positioning statement, but not reveal that I knew ahead of time. It sounds like a happy circumstance.

        For example; "Most people who lease from us, still have a year or so left on their last lease". And you got their name as a person who's ease will be up in a year.

        You have to be careful. You have to have a great..true answer, if you are ever challenged, "Why do most of your customers still have a year on heir lease?"


        For example, I sell vacuum cleaners. The prospect mentions that they have cats. I let it go, and a minute later say "This brush is specifically made for picking up pet hair, especially cat hair..which most vacuums are not made for".

        Now, am I lying? No. The brush is made to pick up pet hair...but it's also made for bare floors, for durability, to be easy to clean, to fit under beds..." I just mention the one facet that fits them, and don't mention the ones that don't fit them.

        Have you read my sales books. Most of this is in there.
        I haven't. Can't order them since I am from Europe and don't have a credit card. Otherwise I would have used Amazon. I saw them online at Amazon. Not at my supplier.

        So you would start with it?

        "Hello, X from X here. We are a company specialised in X. We do this mostly for companies that already have a supplier. Reason for this is because we believe costumers should have all options open"
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        • Profile picture of the author ewenmack
          Originally Posted by thet View Post


          "Hello, X from X here. We are a company specialised in X. We do this mostly for companies that already have a supplier. Reason for this is because we believe costumers should have all options open"
          That's pitching and selling which causes defences to go up.

          Go back and read the number of we's.
          All self centred.

          There's a time and place for that later on,
          not at the first encounter.

          Best,
          Doctor E. Vile
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          • Profile picture of the author thet
            Originally Posted by ewenmack View Post

            That's pitching and selling which causes defences to go up.

            Go back and read the number of we's.
            All self centred.

            There's a time and place for that later on,
            not at the first encounter.

            Best,
            Doctor E. Vile
            Yes. A lot of we's. It should be about them. But no idea how to turn that around.
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        • Profile picture of the author Claude Whitacre
          Originally Posted by thet View Post

          I haven't. Can't order them since I am from Europe and don't have a credit card. Otherwise I would have used Amazon. I saw them online at Amazon. Not at my supplier.

          So you would start with it?

          "Hello, X from X here. We are a company specialised in X. We do this mostly for companies that already have a supplier. Reason for this is because we believe costumers should have all options open"
          That isn't the place for this question.

          How about.

          Hi, we specialize in (whatever) for businesses that already have a supplier. Are you the one that takes care of (whatever)?

          And then you start asking a few questions about them.

          Then, "It sounds like we should meet, doesn't it?"

          Don't answer the "we already have a supplier" until they bring it up. It's clunky.
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          • Profile picture of the author thet
            Originally Posted by Claude Whitacre View Post

            That isn't the place for this question.

            How about.

            Hi, we specialize in (whatever) for businesses that already have a supplier. Are you the one that takes care of (whatever)?

            And then you start asking a few questions about them.

            Then, "It sounds like we should meet, doesn't it?"

            Do answer the "we already have a supplier" until they bring it up. It's clunky.
            Now you mess up my mind (which is a good thing). So you pitch with asking them questions?

            I don't do that.

            I just played around with the pitch in cold call techniques that really work. So, it's something like (roughly translated in english)

            Am I calling you at a bad time?

            I appreciate that. If you give me a minute to tell you why I am calling you can decide a conversation is usefull or not. Is that fair? (From this forum).

            My name is X from company X. We are a company specialized in { }. We work together with companies just like your to help them with their {}.

            ...

            Then I tell a bit more. And ask for the meeting.

            Seems to be working.

            However. I might get even more effective with question based seling?
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            • Profile picture of the author Claude Whitacre
              Originally Posted by thet View Post

              Now you mess up my mind (which is a good thing). So you pitch with asking them questions?

              I don't do that.

              I just played around with the pitch in cold call techniques that really work. So, it's something like (roughly translated in english)

              Am I calling you at a bad time?

              I appreciate that. If you give me a minute to tell you why I am calling you can decide a conversation is usefull or not. Is that fair? (From this forum).

              My name is X from company X. We are a company specialized in { }. We work together with companies just like your to help them with their {}.

              ...

              Then I tell a bit more. And ask for the meeting.

              Seems to be working.

              However. I might get even more effective with question based seling?
              The bolded part? You don't need it.

              You just need to ;

              Tell them what you do. Ask them a question to see if they are qualified as to need. And then ask for an appointment.

              Most everything else, you can hold in reserve, if needed.
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              • Profile picture of the author thet
                Originally Posted by Claude Whitacre View Post

                The bolded part? You don't need it.

                You just need to ;

                Tell them what you do. Ask them a question to see if they are qualified as to need. And then ask for an appointment.

                Most everything else, you can hold in reserve, if needed.
                Interestingly enough i have been wondering how to ask for the meeting. But first a qualifying question and then ask for the meeting is actually what is described in cold calling techniques now i think of it.

                Now i see the importance of that question. Thank you.

                I ordered spin selling, 22 laws of marketing and positioning. Thank you for those tips as well.
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  • Profile picture of the author baxterblue
    Claude,

    Where can I find your book and what is the title? I think I remember reading about it in another thread a while back but I do not remember the title.

    Thank You!
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    • Profile picture of the author Claude Whitacre
      Originally Posted by baxterblue View Post

      Claude,

      Where can I find your book and what is the title? I think I remember reading about it in another thread a while back but I do not remember the title.

      Thank You!
      In my signature are the links. Just look down.
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  • Profile picture of the author thet
    Alright.

    After thinking about this all and read the thread a couple of times, this should be my opening:

    "Hi John, Am I calling you at a bad time?

    I am calling on behalf of [ X ]. We are specialised in solutions in [ X ] for organisations that already have a supplier. Do you have a supplier at the moment?

    That's great. We should meet. How works November for you?"
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  • Profile picture of the author thet
    The bolded part? You don't need it.

    You just need to ;

    Tell them what you do. Ask them a question to see if they are qualified as to need. And then ask for an appointment.

    Most everything else, you can hold in reserve, if needed.
    I am having a bit of trouble with the second question I should ask.

    So now my opening is like this:

    "Goodmorning < >, with X. Am I calling you at a bad time?

    I am calling on behalf of X. We are a company specialised in X. Do you currently have a supplier?"

    There are several questions I can ask about suppliers, but I notice..if I try do hit them all, my prospect gets irritated. Which one is the best for a second? Which for a 3th?

    - Who is your current supplier?
    - How long have you been working with them?
    - Why did you choose them?
    - Are you looking for another supplier?
    - Which suppliers have you been looking for in the past?
    - Why didn't you go for them?

    Sorry guys, for all the Qs in this forum. I am working hard to get better and humble enough to hear where I suck now
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    • Profile picture of the author jamesfreddyc
      Originally Posted by thet View Post


      I am calling on behalf of X. We are a company specialised in X. Do you currently have a supplier?"

      There are several questions I can ask about suppliers, but I notice..if I try do hit them all, my prospect gets irritated. Which one is the best for a second? Which for a 3th?
      I don't think the second part is the problem, it's the "We specialize in X" seems weird or would throw up their defenses (sales call! click!). It's also missing what Claude's approach does.

      "I provide sales and high quality leads to business owners...."

      vs.

      "I specialize in x"

      He is telling the person what he does for them. Specializing in something doesn't really mean much though, it's not going to DO anything for them.

      I like his approach because it's very direct and to the point and it quickly qualifies prospects on need.

      Another option is to add in the possible problems they are having instead of telling them what you provide. Trail off and see if it resonates with them. If not, bring up another possible pain typically found in that type of business and see if it exists.
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      • Profile picture of the author thet
        Originally Posted by jamesfreddyc View Post

        I don't think the second part is the problem, it's the "We specialize in X" seems weird or would throw up their defenses (sales call! click!). It's also missing what Claude's approach does.

        "I provide sales and high quality leads to business owners...."

        vs.

        "I specialize in x"

        He is telling the person what he does for them. Specializing in something doesn't really mean much though, it's not going to DO anything for them.

        I like his approach because it's very direct and to the point and it quickly qualifies prospects on need.

        Another option is to add in the possible problems they are having instead of telling them what you provide. Trail off and see if it resonates with them. If not, bring up another possible pain typically found in that type of business and see if it exists.
        This comes later right?

        Oke. Specialised will be thrown out

        made 1000 calls, had no idea that was the big mistake
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        • Profile picture of the author jamesfreddyc
          Originally Posted by thet View Post

          This comes later right?

          Oke. Specialised will be thrown out

          made 1000 calls, had no idea that was the big mistake
          It isn't a mistake if what you have been doing is working for you. What are the results of these 1000 calls?
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          • Profile picture of the author thet
            Originally Posted by jamesfreddyc View Post

            It isn't a mistake if what you have been doing is working for you. What are the results of these 1000 calls?
            Haha. Well, 1000 calls, maybe reach 0.0001%
            In the two months I have been working here, I books 50 meetings.
            Its alright,
            they are happy
            I am not so happy
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  • Profile picture of the author thet
    My second question will be:

    "How important would it be for you to be able to select the best price and products?

    <positive response>

    I believe we can add value. We know out of experience that 9 out of 10 times our solution compliment the existing solutions. Also, having an second supplier makes sure you have the best selection and the best price..Can we meet with each other?"

    I think it's way better.
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  • Profile picture of the author thet
    This one worked great. Had two calls with this one. People approached me way less defensive:

    "Hi < >, X speaking. Am I calling you at a bad time?
    I am calling on behalf of X. We deliver X to organisations who have X. Do you currently have a supplier?

    When you purchase new X, do you keep an eye to what other suppliers are able to deliver?"
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  • Profile picture of the author yukon
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    Originally Posted by thet View Post

    In cold call techniques that really work the answer to this objection is:

    Good to hear! What we have seen with our clients is that our products compliment very well with what they are doing."

    What do you think of this response? Does it work well for you on the phone?
    I think it's an off the wall response. What does that have to do with a potential client that's happy with their current supplier?

    A smart client isn't going to fall for a self promoting sales pitch & leave a proven supplier. Don't assume a lower cost will sway a client either, most people are in business for the long term, stability is important (proven existing supplier).
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    • Profile picture of the author jamesfreddyc
      Originally Posted by yukon View Post

      I think it's an off the wall response. What does that have to do with a potential client that's happy with their current supplier?

      A smart client isn't going to fall for a self promoting sales pitch & leave a proven supplier. Don't assume a lower cost will sway a client either, most people are in business for the long term, stability is important (proven existing supplier).
      So what's your suggestion? I am always interested in different approaches.

      This is one of those objections that could be a lie but likely not. I mean, most businesses that have been operating will have needed suppliers up to this point to do whatever it does. Honesty and persistence I think i best in this situation: just keep going back to what you want (an appointment, a quick 5 min meeting, a demo, etc...).
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    • Profile picture of the author Claude Whitacre
      Originally Posted by yukon View Post

      A smart client isn't going to fall for a self promoting sales pitch & leave a proven supplier. Don't assume a lower cost will sway a client either, most people are in business for the long term, stability is important (proven existing supplier).

      You have to show respect for that relationship. Even mention how you value that kind of loyalty. Based on the language the prospect uses, if he mentioned something like stability, I'd say that stability means more than one option. And then ask if he agrees.

      By the way, suggesting that a prospect leave a current supplier, without knowing ahead of time (during the conversation) that he's already thinking about it...would be suicide. I'm talking about making appointments.

      Personally, I would run through names until I found an easy one. But that's just my make up.
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  • Profile picture of the author thet
    Indeed. That's the beauty of the "having another option" - reason.
    You tell them you can work together with them. Stand beside their current supplier. Give the prospect more room in choice and price.
    In no way, you are standing between the current supplier and their. You understand there is trust there. All you are showing, is that there are other products on the market.. that are worth looking at.
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