Practical Sales Training™ How to connect with your buyer > Supplier Reality Check

What is it?

The Supplier Reality Check is all about offering to check if your potential buyer is being well looked after by their current supplier. This isn’t so much about what they are paying as what they are getting.

Why does it work?

It works because the focus is on the best interests of the potential buyer and may result in concluding they are indeed getting the best service and value they can. It can be positioned as a simple “win/win” – something that’s quite hard to decline, especially if you do have a doubt or want a second opinion on something. Now is your chance!

How can you use it?

Understand your process of working and offer to check this against the competitor your potential buyer is using. You need to be able to articulate what the other supplier should be doing and what are nice to haves, whilst contrasting that to what the buyer needs. Any variance can be discussed, but this effect only works if it’s delivered honestly, without pressure and in as unbiased a way as possible.

We explore this concept as a Competitor Checklist in the Clear Sales Message Course in more detail.

Example:

A business IT support company offers a “Free Supplier Reality Check” to potential clients.

They review the services and support the prospect is currently receiving from their existing IT provider, checking things like:

Are response times as fast as they should be?
Are proactive security measures (like backups and updates) being managed properly?
Are there hidden fees or outdated technologies being used?

The company positions it as a risk-free audit, where the prospect might discover they’re already getting a great deal (which builds trust), or they might uncover gaps where the new company can offer better service or value.

See also