Sales best practices for improving sales win rates, shortening the sales cycle and increasing overall quota attainment. Sales strategies to make revenue growth repeatable, and scalable
IT Staffing sales professionals commonly run into this objection when calling on new prospects. As soon as the buyer realizes the nature of the phone call he or she says something along the lines of, "We have an approved vendors list. We're all set." What is the best way to reply to this objection? I'm going to answer that question and more in this blog post, overcoming the objection, "we have a vendors list."
As an IT staffing sales professional, nothing (not much anyway) makes us cringe more than hearing the words "I’m happy with my current vendor." Let’s face it, it’s not an easy sales objection to overcome. And the first thing to remember in sales is, no pain, no sale. In other words, if the customer has no dissatisfaction with their current situation and/or supplier(s) then they have no compelling reason to make a change and leave the status quo. After all, "why fix it if it’s not broken?"
If you are like most sales professionals in the staffing industry you’re probably sick and tired and frustrated with hearing your prospects and customers tell you “we’re not hiring and we have no budget.” How does one overcome such an objection? Better yet, how does one even engage in a meaningful conversation when you know your prospect or customer is operating under those circumstances?