April 4, 2018
Episode 19 :: "I'm happy with my current supplier."
Over the past 12 months, we've had numerous discu…
Over the past 12 months, we've had numerous discussions with listeners who expressed an interest in shorter episodes focusing on tactical ideas and insights to ovecome common challenges. While we will continue to share insights from thought leaders with longer episodes twice each month as you've come to expect, this episode is our inaugural Behind Your Back "Bullet Point"—an abbreviated episode focusing on a single challenge. In this episode we outline a script to effectively deal with the common objection that stymies the unprepared salesperson: “I’m happy with my current supplier.” If you firmly believe you can help this prospect, you owe it to them to persevere and deliver value first. Here is a step-by-step script on how to do just that. Enjoy!