Questions That Sell

Questions to Disrupt Existing Vendor Relationships

When you ask questions about existing vendor relationships, you have to be careful. You do not want to reinforce the relationship that your prospect has with his current vendor. For example, avoid asking, “What do you like about your current vendor?” Assuming your prospect is fairly satisfied, your prospect could start verbalizing the positive qualities of that relationship, which will undermine your efforts to do business. Instead, focus your questions on the criteria your prospect uses in selecting a vendor. Those criteria could be service, delivery, quality, turnaround, or pricing. Once you have uncovered the criteria and what is important to your prospect, start exploring to what degree ...