Saturday, August 06, 2011
I Love My Distributor
How many times have I heard this over the years. I love the company that I am dealing with. I have a great relationship with my salesman. On and on......
Here is an article from Selling Power that answers that question and more.
It's not easy selling against an established personal relationship. But while getting a foothold over a competitor's services or product is certainly a challenge, it's not insurmountable. Salespeople who do their homework, position themselves correctly, and practice patience can ultimately create opportunities for themselves. Here are some tips and sample one-liners to help open a conversation.
Overcoming the "Established Relationship" Objection
Here is an article from Selling Power that answers that question and more.
It's not easy selling against an established personal relationship. But while getting a foothold over a competitor's services or product is certainly a challenge, it's not insurmountable. Salespeople who do their homework, position themselves correctly, and practice patience can ultimately create opportunities for themselves. Here are some tips and sample one-liners to help open a conversation.
Overcoming the "Established Relationship" Objection
Labels: Objections, Sales
