Question

A prospect expresses dissatisfaction with the service she receives from the incumbent supplier (your competitor for scanning machines). You suspect she may be unhappy with their on-site service response times so you would say:

a) Offer to provide faster on-site service as part of your proposal.
b) Discredit the competitor's service without offering a solution.
c) Suggest she gives the current supplier another chance.
d) Ignore her dissatisfaction and continue with your pitch.

Answer 1

When a prospect expresses dissatisfaction with the service from the incumbent supplier, it is important to handle the situation professionally and tactfully. Offering a faster on-site service as part of your proposal is a better approach than discrediting the competitor's service without offering a solution.

Step-by-step explanation:

When a prospect expresses dissatisfaction with the service from the incumbent supplier, it is important to handle the situation professionally and tactfully. Instead of discrediting the competitor's service without offering a solution, you should offer to provide faster on-site service as part of your proposal. This shows that you are attentive to the prospect's concerns and are willing to provide a better service than the current supplier.