This is a big election year in the United States. Politicians and the media are making the case for change. Come Election Day, despite the pleas for change, more than 90 percent of elected officials will keep their jobs.
It’s similar with salespeople. When salespeople are making prospecting calls, they don’t often hear dissatisfaction on the other end of the phone. More than 90 percent of buyers say they are happy with their current supplier when first contacted by a salesperson.
Despite the frequency of hearing that prospects are happy with their supplier, salespeople are often caught on their heels when they hear it.
What does it mean when buyers say they are happy? Let’s start with what it does not mean. Did the organization conduct a massive satisfaction survey gauging happiness with the current supplier? No, the sole measure of “happiness” is that no one is complaining. Thus, when a salesperson calls and the buyer doesn’t want to have a conversation on the subject, the easiest route to take is to say “we’re happy.” That should make the salesperson go away. At least, that’s the buyer’s hope.
However, given the frequency of the “we’re happy” stall, salespeople must be adept at resolving it. Over the years, salespeople have incorporated three strategies into their selling repertoire to address this one.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.