When prospecting, many sales people will get the line “we’re happy with our supplier”. It’s commonly said; yet it can still trigger a negative reaction. They see it as huge obstacle to overcome. They dread it, they freeze and sometimes take it personally.
We need to realise we are going to hear it over and over again. More importantly, we should expect it. If we think about it rationally, when we prospect, we are the ones reaching out the customer. Surely, if they were unhappy, they would have contacted us in the first place?