Discovering the satisfaction level of your prospects

In this article we’ll share a best practice from our BlitzMasters workshops on how to handle one of the most common objections you'll hear when calling on new prospects: “we’re satisfied with our current solution.” This is often the most difficult objection to overcome in the world of sales, because it's human nature for our prospects to resist change.

The phrase “if it's not broke, don't fix it” often comes to mind when dealing with prospects who give status quo as the reason not to meet with you. In order to penetrate new accounts that already have a solution in place similar to what you provide, you must first identify the problem areas by probing their satisfaction level. After all, if everything is perfect, then there really is no reason for the prospects to consider your offer when they already have something similar in place.

Probing satisfaction level with the 1-10 scale

Ask prospects to rate their current provider or vendor on a scale of 1 to 10, with 10 being perfect (and reminding them no one is ever perfect). Let's say they tell you their current provider rate is an eight. Now, ask them what their current provider would have to do to get that rating from an eight to a ten.

By engaging your prospects in conversation around this type of questioning, you’ll identify the areas of their current solution or provider that need improvement. In doing so, your prospects will focus on the shortcomings of their current vendor, which will allow you to get your foot in the door.

Another technique that is equally effective is to let the prospects know that the solution you provide will complement, enhance, or supplement what they're currently doing. By letting the prospects know the choice doesn't have to be between their current vendor and you, you do two things. First, you don't insult the choice they made in the first place to go with their current vendor. Second, they understand the decision doesn't have to be an either/or, but your solution can be an addition to their current solution, enhancing the outcome they desire. (You can learn more about this technique in this knowledge center article).

Using outcome-based prospecting

Keep in mind that you need to be able to frame your solution in a way that will help the prospects meet their business objectives. Speaking to the outcomes you've created for other clients in their industry sets you apart as an industry expert and helps the prospects feel comfortable that you understand the ins and outs of their specific industry.

If you don't have other clients in their industry but find your solution is effective across all industries, tell the prospects your solution is industry neutral, meaning that it's effective for many industries across the board. Be prepared to showcase the results you've created for other clients by offering information that includes specific outcomes, such as:

• The percentage by which your solution has increased productivity

• The specific dollar amount in revenue your solution has allowed your customer to achieve

Finally, if all else fails, you should let your prospects know that you don't mind being second to their current vendor and that you'd be happy to offer alternative pricing with enthusiasm and confidence.

If you, your organization, or your partners engage in sales prospecting, a great way to practice outcome-based prospecting is through a structured BlitzMasters sales enablement workshop. BlitzMasters empowers, trains, and facilitates sales reps through call blitzes that gain immediate appointments. Our analytics tracking tool allows both the channel marketer and the channel partner to see performance in real-time, along with detailed reports to show ROI. Contact BlitzMasters today to learn more!