Objection - "Everything works perfect. I don't believe you can add value to that"

Ok, well let's see then. Have you got 60 seconds?

Dan

It's a variation of "we already have a supplier"

"The horse buggy worked perfectly too when the automobile came along. My product is the automobile, yours is the stinky horse buggy."

If you did ever hear something like this then ............

'so when you say "everything works perfect" , can you explain to me what 'perfection' is in your companies case and exactly how todays 'perfection' compares to the perceived 'perfection' your company presumed it was enjoying (5 , 10, 15) (months, years weeks) ago before it realised it needs to progress further to remain or increase its competitiveness'

I don't like saying stinky horse buggy or arguing with them over what they mean by "perfection" - one's an insult and the other's just verbal wrangling.

Your response "a lot of people say that until..." is pretty good (Stephan Schiffman stuff?) or any variation of that where you can then segue to show the fatal chink in the armor they don't know is there in their belief that what they have is perfect or even if they're saying it as a bs excuse to get you to back down.

I find it interesting to see how many people on this forum say they never get certain responses like "I am not interested" or "Everything we have works just fine".

Is it because they are so good at qualifying or pitching they simply don't get it?

I am the phone daily cold calling. I get a "I am not interested" or a "everything works just fine" atleast once a week

Depending on where you are in the sales process dictates how you would answer that objection (if that is what it really is).

If you are prospecting for an appointment, that is just a knee-jerk reaction.

I'd get that frequently when selling uniform services.

Understand, depending on the person you're talking to, it's quite probable that the person you're talking has no idea if the vendor is perfect.

Many confuse "No news" as being "Good news," when that is hardly the case in Corporate America, as people usually go along to get along.

Plus there are always multiple players and varying levels of influence in businesses, from the end user who actually uses the product, to the check writer who's responsible for approving a buying decision, to the technical buyer who is responsible for vetting the purchase. They all have a role in buying a new product and have different motivating factors.

With that understanding, simply acknowledge the statement, and explain how most of our best clients said that at first, then close for the appointment.

For example, in the uniform business, the rebuttal would be:

"I completely understand Dale and what's funny is most of my clients said the same thing before agreeing to meet me; I need 10 minutes just to show you how ABC Uniform Company has helped your competitors like ABC Chemical and XYZ Chemical with their uniform program, how's Tuesday at 2?"

For life insurance, the best prospect for us to meet is the one who is ALREADY paying the premium -- because they "get" life insurance, and already have it budgeted.

Many of my prospects have inferior life insurance and they just don't know it. They need to see me in person and have me show them their policy to explain it, so I have to sell them on the appointment, it's quickness, etc.

If I'm told there is no reason to meet because I have enough insurance already, I'll say:

"That's totally fine, Mr. Prospect and people like you with enough insurance meet with me anyway is because prices have gone down over the years but prices for funerals have gone up -- I need 10 minutes to show you how our new programs work -- what you do with it is up to you how's Tuesday at 2?"

Now, if you are in the appointment and they say that at the beginning, acknowledge it and continue your presentation or fact-finding.

If you are near the end of your presentation and that comes up again, ask "How do you mean?" and allow the prospect time to fully define what in his mind would constitute "perfect service from a vendor."

This is important, because it shows what he values most. However, if you have the opportunity to show him otherwise, by finding other parties involved in the process (End Users, Technical Buyers, Check Writers) you may be able to chip away at the perception if it is truly faulty.

If you are selling life insurance, then gaining access to the policy is the way to SHOW the client how inferior the policy REALLY is.

I target enterprises.

We are a reseller. So, we are not unique in the products we sell. There are more companies who sell them + the differences between all products on the market arent really that different if you view it on a technical level.
Most products last 3-5 years we sell (that's standard in our industry, so this counts for all resellers). So, I feel like I am hitting them right at the point of that 3-5 years where I have the best results. Then it's worth checking out the market for most costumers. Before that, well, there might be some improvement possible, ofcourse (it's a cluster of hardware solution that we sell. If they just replaced Y, then Z might be a option to make it even more effective. OR C, or X). So then I pitch on that to meet us (the fact that there is always room for improvement)
So maybe my qualifying question in my intro has to do with that


I do focus on getting knowledge about our products to a level I can dream about it.

Thats what I find most difficult in my job. I pitch for appointments. But when it comes to uniqueness, well, it's a hard find.

What is your unique selling proposition?

Why would a customer want to do business with you?

It's obvious you need to identify that.

That was my problem in the uniform business.

I worked for a Fortune 500 business that sold uniforms in one of its ancillary divisions.

The uniform business is a mature business model with almost total product saturation (beyond selling new businesses opening).

The problem I ran into is that my company (Aramark Uniform Services) was a "Me-Too" company.

All the fluff and BS we propagated on our prospects was without merit; effectively nothing different from what CINTAS or UniFirst could do.

When corporate decides the best way to raise revenue is through enacting off-cycle price increases, then you know the company is having problems winning business the RIGHT way.

I left after a year because I did not believe in the company, nor in my products. I didn't have a leg to stand on that reinforced some sort of belief in what I sold.

Basically, ARAMARK did not have a USP, except "Try us when your current vendor goes to crap."

Interesting you mention that.
As a reseller, we have the same hardware as others.
We do have engineers, which means we can also implement the hardware, when needed.

I am not sure why a costumer would want to business with us, to be fair. I know that's a problem.
I believe we have great solutions, they score high in their segments.
So,
I would say.. it's because by also looking at us, the costumer simply has more choice and options for their projects.

The unique selling prop. is probably that we aren't just a reseller, but that we are also able to implement.

But, also that is something other companies can do.

I noticed this problem while reading the book "zero to one" from Peter Thiel. Its not that unique what we do????????

I think my best days are when I simply call with a relaxed voice, not caring about the outcome at all.
Pitch them, but a bit with a "I dont care what happens" mindset

Days like this, I also get objections but I simply don't care about them.. while I still acknowledge them.

Other days, I can be stressed. Want to get to the next call.. while I am still on THIS call.

Is that what you mean with speech pattern?

Some good responses above, and I feel that most of them have some form of disagreement with the prospect. I will bend my mind into pretzels in order to avoid disagreeing with them. IMO, we need to use our language to reinforce what they already believe, and then tack ourselves onto that belief.

In this situation I would say "I agree you probably have the very best solution for your situation because it is obviously working for you AND if there were a [product, service, device] that could increase your X and lower Y - you would definitely want to know about it, wouldn't you?"

The thing is, if they had a problem they knew about, they would not give this objection. If they give this objection, then they have something that is working. It probably IS the best solution for them right at this moment. In the past, it got them to where they are. You are selling the future, not the past.

Never insult their past buying choices or disagree with their belief that what they have is perfect. Woe to the salesman who makes people feel like they made the wrong choice.

Notice the word "AND" up above - banish the word "but" from your vocabulary - it is always a disagreement with the statement that precedes it! The only time we should use "but" is when we WANT someone to forget the first thing we said. I have almost completely stricken the word but from my language. It works.

It's not just the actual word "but" that we need to drop - it is the intention to disagree. We should all work hard to stop communicating "but" in our words, phrases, and body language. It takes practice.

Why are they always right?

When they where the wrong decision, they where the wrong decision, right?

Please explain this to somebody who simply loves to argue and I dare to say it's in my nature to argue?

(see, even here I am argueing about "telling them wrong", how ironic lol)

"I appreciate that, and it probably doesn't make any sense at all to change something, but if your current system could do one thing better....what would that be?"

If they say. the magic words: 'Nothing'..'

You: So what you're telling me is that if we could (reduce cost, increase revenue, improve security, etc.), it wouldn't matter to you.. And you'll stay where you are?

Hole = sale, no hole = no sale for these kinds of leads ime.