As a sales professional, how would you handle the objection, ‘Thanks but we are perfectly happy with our current supplier’? In this short video Paul Sloane shares the ‘Columbo’ response – the killer question which moves you forward.
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Even if the ‘columbo’ question elicits a chink in the armour it does not progress the sales opportunity until the customer recognises that the chink is so important that their current status quo for that process is not fit for purpose and cannot be fixed either by them or the existing supplier and that it is agreed by all involved that a change is needed.