Have you ever experienced how frustrating it is selling to a customer who is satisfied with their current situation? It may be the case that they are satisfied with a competitor product, or they are tied into a long term contract with another supplier, or they simply do not see how spending time with you can help them.

A lot of modern sales research considers the “problems” customers may have with your product or service. They are usually expressed as misunderstandings or scepticism. However, the fact that the customer has gone as far as to express a concern about your offering demonstrates that they must have engaged in a dialogue and listened. Indeed, it would be fair to say that the expression of a concern by a customer is more associated with successful sales calls than unsuccessful ones.

A far more challenging scenario is the customer who is satisfied with their current situation and does not see a need for changing anything. They do not perceive a difference between the products or services that you offer and the ones they currently use and are satisfied with.

For the salesperson this kind of customer may take up a lot of time with little to show in return. For the customer they see a persistent sales person who is not offering any value!

This Working with Customers who are Already Satisfied One-Sheet-Workshop™ shows you how to break the deadlock between you as the salesperson, and the customer in a mutually beneficial way.