The 3 Questions to Help Convince Your Customers to Dump the Incumbent

It’s not just customers who resist change…we all do. The status quo is comfortable and there is risk in trying something new. But it is your mission as a salesperson to find a way to persuade customers to shift from their current relationship to you.

Solution selling training professionals recommend you approach this challenge not by pushing so much as by understanding what customers need in order to want to change from what they know to what you offer.

Overall you need to convince them that change is in their best interest. You have to make clear the benefits to them of switching and you have to provide them with compelling motivation to reach beyond their comfort zone.

Start by getting answers to these 3 questions:

1. What does the customer ultimately want and need?
2. What might motivate them to change or prevent them from changing?
3. How will their situation be improved?

Then paint a picture of how their life will be better by making the switch.