Understand Your Buyer > How to Engage > 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.
See also
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