This is an excellent question to ask your prospects, but one that
can cut both ways. So,
to make sure this question works for you, make sure you know the
answer. For example;
let’s say you’re selling a product that’s a huge improvement over
what your prospect currently uses.
They’re okay with what they have in place no matter how
inferior it is compared to what you are offering.
In this case, if you can ask them, “What happens if you just
stick with what you currently have?”
You’ll probably get an answer like, “We’ll be okay.”
And that’s the truth.
But, they’re just okay.
This question will be much more effective, however, if they do not
have a solution in place.
It can lead to the following questions:
lose or continue losing money?
fall behind the competition?
lose their leadership position?
current customers leave them for the competition?
hinder their productivity?
Make sure these questions are asked at the right time and for the
right reason. If your
prospect does say, we’ll be okay; one way to respond to this is to
ask the question “Is “okay” good enough for you?”
When they respond they may tell you how to sell them.
For example, they may tell you “We want your product over
what we currently have, but cannot justify the expense.”
At least then you have something to work with.
If you have prepared
a favorable ROI, now would be the time to pull it out and present
your case. If, on
the other hand, they come back with just, “Yes, okay is good enough”
you need to keep drilling for reasons that allow you demonstrate the
value of what you are offering is vastly superior to what they
currently have. They
need to feel a sense of urgency to switch.
This urgency will probably be based around one the bullet
points/questions listed above.
How you respond can vary based on the person and title to whom you
are responding. For
instance; “We’re okay” coming from a support person or
administrative assistant is different than hearing those words from
a CFO or CEO. Practice
your response for both types of prospects.
Typically, someone without profit and loss responsibility
will utter that phrase just to get you off the phone.
Whereas the CEO will (if they really care about their
company) respond favorably to your questions on why “We’re okay” is
just not good enough.
– List three more questions that get your prospect thinking about
why it would be better for them to leave their comfort zone and
switch to your product rather than stay with what they have.
– Don’t let your sales reps be discouraged when their prospects
don’t want to switch.
Coach them to find a way through good questioning.