“I already have a vendor, I’m not interested.”
What do you do when your prospect tells you this?
If you’re the type of person who runs away from uncomfortable situations like this, I want to help you because I was there too.
Here are two important principles you can apply to handle this objection.
- Get uncomfortable!
Who says selling is comfortable? If you really want to achieve success in sales then you better learn to go out of your comfort zone. Selling takes a ton of guts, and if you don’t have it, then this may not be the right career for you.
When confronted with a prospect who says he or she is not interested in what you have to offer because he/she already has a vendor, that’s okay. It’s uncomfortable, yes. But don’t run. Instead, this leads to my second principle
- Challenge them by asking questions!
Gather more information about your prospect and his/her existing vendor and use that to position your company.
You can go along these lines that I often use:
“I’m not in business of breaking up marriages, but I know no one is perfect. If there’s one thing that xyz company could improve upon, what would that be?
“I don’t suppose xyz company is a sacred cow…?”
Trust me, asking these questions would help you dig into relevant information that can allow you to learn more about what the prospect needs (that even their current vendor doesn’t offer), thus giving you the opportunity to talk about the value you could offer.
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