“We are satisfied with our current solution”
How do you sell to a company that is working with your competitor?
First things first, “satisfied” doesn’t mean they can’t be sold to
👉 “Satisfied” does not mean happy!
If you just stick to asking, “do you have a problem with X?” The answer will most likely be “No” followed by a hung up tone
It is your goal to teach them something they don’t know, giving them value beyond just checking in
Try this:
“Mr. Prospect, I was working with [organisation that may be relevant to your prospect] recently and they told me they use [name of competitor]. They mentioned that while it solves [X] fairly well, they struggle with [Y] which impacts them with [Z]. What is your process for overcoming this challenge?”