By Bill Farquharson, Sales Vault. Read Bill’s tip below or watch Bill here.

Good morning!

You’re going to hear it. Guaranteed.

You’ll be one sentence into your pitch and the prospect will say, “We already have a vendor, thanks.”

Most new salespeople treat that like a stop sign. It’s not. It’s a speed bump.

Think about it: if a company is actively looking for a new supplier, one of two things is true. Either you got incredibly lucky, (or more likely) they’re a bad client hunting for a new victim.

Neither is ideal.

The best accounts — the ones worth pursuing — almost always have an existing vendor relationship.

But know this: The number one reason companies switch vendors isn’t price or quality. It’s because they feel forgotten by their existing vendor.

Two things here: First, that’s your opening. Second, what have you done for YOUR customers lately?

Your job as a salesperson is to never let that happen with your accounts — and to use that truth to get your foot in the door with new ones.

Plant the seed of doubt. Offer a fresh perspective. Tell them it costs nothing to listen.

They have a vendor? That’s not an objection. That’s welcome news!

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Want more? SalesVault.pro or call Bill at 781-934-7036