089 Do NOT Ask What They Like Best About Their Present Vendor - a podcast by Art Sobczak, cold calling and sales trainer

A lot of sales training suggests that when a prospect says, "We are happy with who we are using now," you should respond with, "Oh, what do you like best about them?"

Actually, you should AVOID that question, since it provides the opposite of what you want.

You'll hear why, and lots of examples of what you should say instead to get them thinking about what they want that they aren't getting now.

Further episodes of The Art of Sales with Art Sobczak

Further podcasts by Art Sobczak, cold calling and sales trainer

Website of Art Sobczak, cold calling and sales trainer