Once in a while, your selling skills are tested with the toughest selling situations imaginable. Here are four examples and some ideas you can tap into the next time these less-than-ideal situations present themselves.
• The competition is entrenched.
• Your sole-supplier position is threatened.
• You’re the higher-priced supplier.
• The customer just wants you to bid.
When the competition has been the sole supplier for ages
In this scenario, the point is not to “steal” the business but to explore opportunities where you, better than anybody else, can make a contribution to your customer’s business results. (more…)