But We Always Buy From Joe! with Ben Gay III and Denise Griffitts

Overcoming Customer Hesitation: Why Prospects Stick with Their Suppliers

Welcome to The Closers Inner Circle podcast with Denise Griffitts and Ben Gay III. In today's episode, we're diving into a crucial topic from "The Closers Part 2," specifically page 173, titled "But We Always Buy From Joe." This discussion explores the common challenge salespeople face when prospective customers are reluctant to change suppliers. We will unpack the various reasons behind this hesitation, focusing on the key word: 'change.' We will examine why customers often cling to existing supplier relationships, even when presented with potentially better alternatives.

Some of the factors we'll explore include:

• The power of inertia in business decisions
• The role of trust and confidence in long-standing supplier relationships
• How personal connections and a sense of loyalty can influence buying decisions
• The perceived risks associated with changing suppliers

Ben will share insights on how salespeople can effectively address these concerns and overcome the "But We Always Buy From Joe" objection. We will discuss strategies for demonstrating value, building trust, and making the transition process as smooth as possible for potential clients.

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