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