While You Are Reading This …
Your accounts are under attack.
While you were taking in my Monday morning sales tip yesterday, the one that talked about how to overcome the, “We already have a vendor” objection by pointing out the difference between a good vendor and a great vendor, someone was calling on your accounts.
The message in the tip yesterday was to challenge just how happy the customer is with their vendor by asking, “When’s the last time they brought you a new idea?”
The other side of this issue — and the point of today’s blog — is to challenge you in the same way:
What have you done for your accounts lately?
When’s the last time you brought your account a new idea?
Are you challenging assumptions or are you resting on your laurels?
Are you confident to the point of cocky or do you realize the need to continually earn the business of your customers, even — and perhaps especially — the ones you consider to be the most loyal.
I’m going to finish this blog early so that you can process this message and do something about it. Come up with some questions to ask that re-qualify the solution you are currently offering and/or devise something new.
Make sure to say something like, “This is why you buy from me. I will never take your business for granted. I know others are calling on you and I want to make sure you know I am still working to earn that next order.”
This week’s content is all about overcoming objections. Still to come for Sales Vault Insiders is how to overcome the, “Your price is too high” objection.
Information on The Sales Vault can be found at BillFarquharson.com, where you can also contact Bill.
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.