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  3. Find out what ELSE they buy. You can say for example: “Unfortunately our price on the 51645A is not competitive, but we have a GREAT price on the 92298A. Do you need one of those today?” 

 4. If they don’t need anything today, tell them you will create a file listing the items they buy on a regular basis and ask if you can mail, fax or e-mail monthly sale information. This keeps the door open for future opportunities with this customer.

   5. If all else fails, ask to be considered as a second or “back-up” source for this and other products in the event their current supplier is out of stock.  Take this one a little farther and suggest that the prospect input your information into the computer for a back-up source or write your name, company name and telephone number on the back of the business card or rolodex card of the vendor they are using now.

It is amazing how often number five works because it is a soft-sell approach and again puts you in the position of sounding more like a consultant than a sales person.  Most consumers respond well to this approach, more so than feeling pushed into buying something today.  I hear from sales reps every week telling me that offering to be a second source really works.  Prospects call back to order when their current vendor is out of stock.  From that point, it is up to the sales rep to keep in touch by telephone, direct mail, and with permission, fax and email.u

Ann Barr is a consultant and sales trainer who has written eight books on sales and marketing. You can sign up  for Ann's free Weekly Sales Tips  e-mailed newsletter at her web site www.sellingsupplies.com.

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