Objection Handling Techniques - I'm Happy With My Current Supplier

This has to be one of the most asked questions in my sales training.

"How do we deal with the sales objection -- we are happy with our current supplier?"

Firstly, let me talk you through a few key elements of what I notice in people when they have asked me that question:

Generally their whole body language tightens, they get uncomfortable and they retract in on themselves. It's as if they are expecting the worst thing they can imagine to just happen there and then. This will obviously have a huge impact on the way they communicate with the person on the other end of the phone.
When I ask how they would answer this or what answers they have come up with, I am very often faced with blank faces.

A large part of your ability to be successful in telesales is the way you handle yourself, your self image and the way you prepare. There is no magic right answer to this sales objection and there never will be.

Any top flight sales professional will have gone beyond searching for a sales trick answer and will have begun to apply logic and brainpower to the challenge.

They will take into account:

Market conditions
Environmental factors
Competitive climate
Human psychology
The fact that people we speak to on the phone, dont always give us the right answer.
Thier features, advantages and BENEFITS
Their value proposition

Once they have done this they are in a fantastic position to do the thing that top performers do -- develop their own compelling reason why the other person should enter into a dialogue with you. This thought process is a skill that can never be taken away from you.

Old school objection handling tricks can fail you but skilled, reasoned application of logic and your brain power never will.

Don't forget that you are not looking to change the persons mind with your answer. You are merely trying to enter into a conversation where you can see if you can help them out. Its not a be all and end all situation. If all else fails you can always use the old tried and tested: "Well that's exactly why we should speak..."