Prospect Work With a Competitor? These Questions Could Change Their Mind
“Sorry, we currently work with…” Sound familiar? It’s a common response prospects give when salespeople call on them. The thing is, this isn’t the roadblock you may think it is. The prospect might be lying, because they just don’t want to hear a sales pitch at the moment. Or maybe they do have a supplier, but you know you could be better. Here are some follow-up questions HubSpot writer Aja Frost suggests asking when prospects pull the competitor card.
The Informative Follow-Up
You’re better than the prospect’s current supplier and you
know it. So, when they tell you who they’re working with, ask for a follow-up
call. Tell them that you’d just like to take some time to compare what the
prospect already has and what you can bring to the table. Name something
specific if the client still seems unsure. Scheduling a future call will give
you time to better prepare as well.
Cards on the Table
“What results are you getting?” That’s one of the brief and to the point questions Frost has in mind. This causes the prospect to do some reflecting on how successful their business relationship with their current supplier has been. If it hasn’t been the greatest, this is your chance to shine.
The Point of Reference
If the competitor is someone your current clients have worked
with in the past, you probably know a thing or two about why your clients
switched. Bring those problems up. Tell the prospect you have clients who used
to work with the competition and ask if they are having similar problems. This
not only makes the prospect think about their current difficulties, it also
shows that you have experience providing similar companies with better results.
Asking questions such as these will continue the phone call
long enough that the prospect may begin to change their mind about hearing your
sales pitch. If you can get them to think about what could be better in this
part of their business, you have a way to get them to sign a contract with you.