Have you walked into a selling situation where the prospects seem completely sold on another vendor or approach and shows little interest in hearing about your solution? Sometimes it might feel as if they are defending their preference as a protection from hearing something new. Let’s say they like apples and you are selling mangos. Apples might be a good solution for them, but the mangos you represent are better. How can you help your prospect disconnect from their love of apples and be open and begin to focus on mangos?
First, have the right attitude (no one sale matters). Don’t resist their like for apples or defend your mangoes. Be open to learn.
Second, don’t make assumptions, go deep into discovery. Find out what they like about apples and why they believe they are the right solution. Have them explain how apples will solve their business objectives if they know what they are. Ask quality questions to learn more about company issues, problems or objectives. You end up learning what you need without creating a wall between apples and mangos.
Third, resist the urge to say “mangos do that too but better” as you hear opportunities to share. Stay in discovery and save it for later.
Finally, when you have gained a clear understanding of their problems, goals or objectives and how they understand apples will help them, use this type of phrasing as your “disconnect and re-focus.”
“You have done a very good job at identifying apples as a good solution for you. We don’t sell apples, but many of our customers used to buy apples as their solution until they learned how mangos were able to exceed their apple expectations. Would you be interested in learning more about why others are choosing mangos to solve the problems you have expressed and attain your objectives in a more effective and efficient manner? (Of course using specifics they share will be better)
If you get a yes – you have just completed your disconnect and re-focus and it is time to get back to your selling process.
One last reminder: What you resist will persist, when you are okay with someone liking apples you give them room to listen to what mangos have to offer.