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We're satisfied with what we have.

Please post your response(s) to: "We're satisfied with what we have." - by Community Mailbox
I appreciate your frankness. Tell me, if the situation was different and you were looking what, if anything, what would you want the see different in the next (car, photocopier, etc.) - by BossMan
I can definitely understand that Mr. customer. Tell me, if there was 1 thing you could change about "vendor/product/service", what would it be? - by Craigmax
this is just like every other thread in this section....you just agree with the customer.... dont try to fight them.... and just you appreciate that and you totally know they arent gonna buy a thing, however, you just get credit for the demo..and just letting you give them a basic overview, you get credit..... and carry on presenting your product..... - by planrecruiter
I can appreciate that, when you are ready to change what would you like this to do better for you? - by rich34232
Please post your response(s) to: "We're satisfied with what we have."
Try this--

The mind works in a dialectic process working positive against negative. When a tennis player is teaching someone the right way to hold a racket for example, the wrong way becomes implicit.

After the prospect says, "We're satisfied with what we have," paraphrase the following:

Well that's great. We are always on the look for what our competitors are doing. Could you help us out and tell me what they offer that we don't? (People always want to feel important which is what helping offers)

As they list what their supplier (your competitor) offers, you will interrupt, describing how you offer the same and or better. Their list will come to a quick end at which point they will see that maybe their view was inflated. Also, they soon realize that they really don't know enough about your company to make an intelligent decision. (No one wants to look stupid)

Through this process, the negative begins to cling to the coat tails of the positive. Your job is to listen for the opportunity. Also, separate their satisfaction with the company from the product and again from their representative.

And if you can, include their business as a metaphor in discussing their definition of the word "satisfaction." You may be very surprised at their understanding. - by John Voris

“With advances in the __________business it makes good sense keep your knowledge of the latest developments and issues up to date to make sure you don’t miss anything.

As my product is about the most expensive on the market it is widely accepted as being the most complete package available and is definitely the leading product out there.

What we do is diagnose your needs and show you how our product can help you, if you can see the extra value then that’s great

At that stage you can either;
  • Decide to take us up on our proposal..
  • Decide to take a scaled down version of what we recommend.
  • Or, stay with the company your with and ask them to change a few things based on what you’ve picked up from our proposal.

In any case our time spent together will be of real value to you………”
- by Tony Dunne
I love this one, it really helps in the pain discovery process. I.E. " Mr. Prospect, I think it is great that you are already happy with what you are currently doing, before I go could I ask you a question about what you currently have?(expect a yes). Would you share with me what you like about what you currently have (reinforce every the prospect tells you...be the good cop). When he finishes, make a general reinforcement statement then ask if you can ask one more question (expect a yes). If there was just one thing that you would like to see an improvement on what you are doing, no matter how insignificant that one thing might be, what would that improvement be. Now you have a basis for a presentation. I