How To Overcome The Objection "We already have a supplier for that"

This is probably a very common objection you hear frequently. Let me show you how to overcome it:

You "Are you satisfied with your supplier, Mr Prospect?"

Them "Oh yes, they do a wonderful job for us"

You "How long have you been using them?"

Them "About x years"

You "And before you were using them, did your firm use someone else?"

Them "Yes, it was x company"

You "May I ask, how long have you been the marketing manager (or relevant job title)

Them "Ive been here for x years"

You "Then I'd probably be safe in thinking that you had a great deal to do with the switch from x to y?"

Them "yes you would"

You "And you recommended, or made that switch based on quite a bit of research and analysis, didn't you?"

Them "Yes, we really looked into it"

You "You were looking for sales potential when you did your study 3 years ago, weren't you?"

Them "Yes"

You "And the results have lived up to your expectations?"

Them "Yes they have, we are very satisfied"

You "Tell me, since you received greater performance by considering and then making a change 3 years ago, why should you deny yourself the opportunity to repeat the process. Your research back then led to greater profits and greater professional prestige for you personally. You did it once, so the possibility must exist that you can do it again, don't you agree?"

Them "Yes I have to agree with that. It's a possibility"

You "Wonderful, It'll just take me a few moments to explore that possibility"

They have then given you the right to make your entire presentation. They now have the logical and emotional reasons to consider a change.

Isn't that a beautiful technique?