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The Sales Buzz Issue 330 - Sales Appointment Objection - We already have a supplier
September 21, 2016
Sales Appointment Objection - We already have a supplier
We already have a supplier is a common objection on sales appointment cold calls.
Many prospects you contact will already have a supplier for what you sell.
Unless something goes wrong with that relationship, at a time just before you phoned, the prospect may want to stay with that supplier.
There are many reasons for this:
Fear of making a bad decision.
Not wanting the hassle of negotiating with a new supplier.
Ending a long relationship.
Their boss took on the existing supplier.
And many more reasons that you may not get to hear about.
Overcoming: We already have a supplierOvercoming this common sales objection can be done successfully by offering to show the prospect what you can supply so that they can compare your proposal to what they have now.
You can use the benefits of meeting with you:
They can compare what they get now to your proposal.
After meeting with you they will know whether or not they should be thinking about change.
They can show that as a buyer they are taking actions to keep informed on options available.
Meeting with you could help them push for improvements with their current supplier, such as pricing, service levels, delivery options, order sizes, and many more features.
It’s really important to remember that you are not trying to sell to them at this stage, you are offering your time to give them knowledge and information so they can then make a decision.
Gaining a sales appointment is the objective. Selling your product is done at the appointment. Don't try to compete with the competition on the sales appointment call.
Other Ways to Overcome this ObjectionRespond by letting the prospect know that most of your current customers had a supplier before they came to you. After seeing what you could offer, or trialing your products, they then made a decision to buy from you.
You can use the fact that they already have a supplier as the reason you’re calling and the reason they should meet with you. You’re calling because many businesses, just like theirs, continue using the same old supplier and miss out on better deals offered by companies like yours.
Get More Sales Appointments With BuyersThe above is just one objection that can stop you're calls and prevent you getting those important meetings with buyers.
Learn how to prevent and overcome sales appointment objections, and how to create your own call script, and get more sales appointments with buyers. See more at
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