Answering “I’m happy with who I’m buying from”

in Objections

Every prospector hears “I’m happy with my supplier,” or “We’re all set.” There’s a right way, and a wrong way to handle that, IF you want any chance of getting them talking.

Be Sociable, Share!

FREE TRAINING WORKSHOP WITH ART SOBCZAK

Attend the encore presentation of Art’s most recent Inner Circle Sales Training and Coaching Session.

Get details and register here

{ 12 comments… read them below or add one }

Karmon August 4, 2016 at 10:15 am

pretty good info

Reply

Art Sobczak August 5, 2016 at 6:45 am

Thanks Karmon!

Reply

Glenn Goryl August 4, 2016 at 10:57 am

Great stuff, Art! I particularly liked the part where you just asked the question without the “pre- question” (e.g. “Mr. Prospect, may I ask you…”). To me, (IMO), the “pre-question” reeks of “amateur salesperson”.

Reply

Art Sobczak August 5, 2016 at 6:36 am

Thanks Glenn… yes, that’s a pet peeve of mine.

Rep: “May I ask you a question?”

Prospect: “You just did.”

Reply

Greg Drouillard August 4, 2016 at 11:24 am

Hi Art

I am interested in your insights on prospecting letters? Are you in favour with them? Do they have a good success rate? Are there templates so to speak available. We have 2 new hires and I was contemplating having them look over a list of clients who have not purchased from us in the last few years and see if they can be recruited back.
Perhaps some type of incentive should they re instate the company and possibly another recognition at the year end when we review the purchase activities of those that have ‘come back’.
Lastly, I’m from Ontario and see that some of your promotions precludeCanadians. Is there a particular reason for that?

Reply

Art Sobczak August 5, 2016 at 6:42 am

Greg, direct marketing, which includes direct mail and email has its place. I use it myself. I am not in favor of generic emails and prospecting letters that are so pervasive today… it’s a form of the numbers game mentality, but I feel it does do damage. I am in favor of warm-up touches, personalized messages with a hint of value and curiosity.

Incentives… ummm, yes.

My current free book promo is for US addresses only because of the high postage outside of the US, and we chose to keep it simple and not set up the infrastructure for the various rates and paperwork options for shipping internationally. I do love our international customers though. Particularly Canada! Here is an option for non-US addresses: https://freesalesbook.com/international

Reply

Paul August 4, 2016 at 11:43 am

really good perspective on a tough situation

Reply

Art Sobczak August 5, 2016 at 6:42 am

Thanks Paul!

Reply

Jon A August 4, 2016 at 11:48 am

Far and away the biggest objection for me.
I found the last few suggestions about “keeping the door open,” to be very helpful.
I can also identify with the “Stock Broker” approach, but always wonder about what I’m missing.

Reply

Art Sobczak August 5, 2016 at 6:44 am

Thanks Jon. Ideally we want to minimize the chance of hearing that with a great Smart Call opening, but when we do, let’s give it another shot… we’ve already done the heavy lifting with the prep, and getting them on the phone. Nothing to lose, right?

Reply

Andrew Gibb August 4, 2016 at 12:30 pm

“Pretty good”… this content is superb & provide real insights into how to disarm a prospect who thinks they are wedded to their existing vendor in a non threatening, thought provoking way.

Art’s questions really hit home how to open up a dialogue & stay in the game. Thanks.

Reply

Art Sobczak August 5, 2016 at 6:43 am

Thanks Andrew, that’s a pretty good comment… I mean AWESOME! 😉

Reply

Leave a Comment

Previous post:

Next post: