We Already Have A Company for that Objection

Summary

This sales training video focuses on strategies for disrupting existing relationships with vendors in B2B and B2C sales. The trainer provides a series of probing, emotionally-driven questions designed to break through a prospect's attachment to their current provider. By emphasizing the importance of problem and solution awareness, the video teaches how to uncover unmet needs, build urgency, and guide prospects to reconsider their current choices. Key techniques include empathetic questioning, body language cues, and strategic framing to make the prospect more open to change, ensuring a higher likelihood of success in sales.

Takeaways

• 😀 Disrupting a prospect's relationship with their current vendor requires understanding their satisfaction and identifying gaps that could be addressed with your solution.
• 😀 The first step to penetrating an account is to ask questions that highlight potential issues or areas for improvement with the prospect's current vendor or company.
• 😀 When engaging with a satisfied prospect, use probing questions to create curiosity about what could be improved or changed in their current situation.
• 😀 In B2B sales, ask questions that explore how a company's current vendor measures up to their goals and whether they see room for future improvement.
• 😀 A good question to ask in a B2B setting is: 'How does your current situation compare to what you are getting now with your existing vendor?'
• 😀 To help a company recognize its future needs, ask: 'Where do you want to go from here in terms of improvements and growth?' This encourages them to reflect on their current achievements and future goals.
• 😀 A useful strategy for disrupting a prospect's loyalty to their current provider is to ask, 'What would you change about your current vendor if you could?' This uncovers areas of dissatisfaction.
• 😀 Use empathy in your tone when asking questions about potential dissatisfaction, such as: 'How would I communicate with you that you might be making the wrong decision without you getting upset with me?'
• 😀 The 'Two Truths' question helps prospects reflect on potential changes they'd like to make even when they are satisfied with their current vendor.
• 😀 When a prospect says they're happy with their current provider, follow up with questions that explore what aspects they would change or improve, emphasizing urgency for change.

Q & A

How do you disrupt a relationship with a company that is already using another vendor?

To disrupt a relationship with a company that's already working with another vendor, you need to uncover gaps or issues in their current situation. This can be done by asking insightful questions that help the prospect recognize any areas where they might be dissatisfied, even if they don't realize it yet. You can do this by asking questions like, 'Can I ask how your situation compares to what you're currently getting from your vendor?' or 'What areas do you feel could be improved with your current provider?'

What is the purpose of using probing questions in sales?

Probing questions are used to uncover the prospect's true needs, concerns, and potential dissatisfaction with their current vendor. These questions help you gain deeper insights into their situation, challenge their current beliefs, and present your solution as a better alternative. The goal is to stimulate thought and open up possibilities they hadn't considered.

What kind of questions should you ask a B2B client who is already happy with their current vendor?

If you're dealing with a B2B client who is happy with their current vendor, ask questions like: 'Help me understand, you've reached these big milestones, where do you want to go from here in terms of future improvements?' This helps them visualize where they might be able to improve even further, thus opening the door for your solution.

How do you handle a prospect who says they’re completely satisfied with their current vendor?

When a prospect says they're satisfied with their current vendor, you can use a question like: 'When you chose to work with your current vendor, what was your selection criteria?' Then follow up with: 'How has that criteria possibly changed as you look at what you might need today?' This helps uncover if their needs have evolved and creates an opening to discuss your solution.

What is the importance of the 'two truths question' in sales?

The 'two truths question' is important because it challenges the prospect's belief that everything is perfect with their current situation. By asking something like, 'Is there anything you would change about your current provider or the results you're getting?' it opens the door for the prospect to admit that there's something they'd like to improve, which you can then address with your solution.

How can body language be used effectively during sales conversations?

Body language is a powerful tool in sales conversations because it can reinforce the message you're conveying. For example, when asking about future improvements, using gestures like expanding your hands can help the prospect visualize potential growth and improvements. This non-verbal cue subtly emphasizes the idea of possibilities and creates a sense of openness.

What should you do if a prospect says they’re going to stick with their current provider?

If a prospect decides to stick with their current provider, you can ask: 'How would I be able to communicate with you that you might be making the wrong decision without you getting upset with me?' This question is designed to disarm the prospect, showing empathy and prompting them to reconsider without feeling attacked or pressured.

What role does urgency play in the sales process?

Urgency plays a crucial role in the sales process because it helps prospects realize that delaying a decision could result in missed opportunities or continued challenges. Asking probing questions like, 'Why is this so important to you now?' builds urgency by highlighting the immediate need for change.

Can you give an example of a probing question for a B2C prospect?

For a B2C prospect, a good probing question could be: 'Is there anything you would change about the coverage or the financial protection you're getting from your current provider, if you could?' This helps uncover dissatisfaction or areas where they may be open to a better solution.

How can you ask questions to reveal emotional drivers in the sales process?

To reveal emotional drivers, you need to ask questions that go beyond the surface level and get to the heart of why change is important. For example, 'Why is this so important to you now, rather than later?' or 'What challenges are you facing with your current solution that you’d like to address immediately?' These types of questions help the prospect connect with the emotional urgency of making a change.