In this video, James, the sales growth expert, tackles one of the most common obstacles in the sales process: the "we already have an existing supplier" objection. With his expert approach, James reveals strategic questioning techniques that not only help you understand your competition but also shed light on potential opportunities to offer superior value.
James guides you through a methodical process to uncover the strengths and weaknesses of your competitors, providing you with the knowledge needed to position your offering more effectively. Moreover, his approach aims to probe the satisfaction levels of prospects with their current suppliers, offering a unique angle to leverage your proposal.
This video is a must-watch for business owners and sales professionals seeking to refine their objection-handling skills. James's advice is practical, grounded in real-world experience, and designed to enhance your ability to build meaningful relationships with prospects.
Discover how to transform an objection into an opportunity, learn the benefits of this approach, and find out the do's and don'ts that will set you apart from the competition.
00:49 - What most people do wrong
01:08 - How James overcomes this objection
01:42 - The next stage of building a relationship
02:24 - The other benefits of taking this approach
02:38 - A powerful follow-up question to ask
03:35 - What you should NOT do
03:45 - Recap - 2 powerful questions to ask
04:28 - Key points
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