Best responses to handling the statement "We already have a vendor"?

Question

How do you guys typically handle when a prospect doesn't want to talk because they're already working with another competitor? Our market is SMB, primary outreach method is cold-calling, all feedback is appreciated!

Accepted Answer

"Fantastic. This is a great opportunity to benchmark your current vendor, familiarize yourself with all your available options and give me the peace of mind that you are being well served by your current solution"

Boom!

Answer

The first step is being the industry expert- that prospect doesn't know all of the options in the space, but you do. Get to know why the like that vendor, because the reasons why they like that vendor might be things that you do even better. From there, you can also talk about what they don't like about their current vendor. Be their guide to making sure they have the best solution possible to solve their problem

Answer

"So glad to hear you have found a solution that works for you. Honestly, I am not surprised to hear you already have something in place. Most of the time when I talk to leaders in the (fill in the market) space, they have found a platform to (fill in the value). Usually though they are open to scheduling a quick discovery call to learn about what other options are out there. Either they learn we can fill some gaps or that they are confident in staying with their current option. No pressure, and honestly, if you decide there's no reason to continue the conversation, we can part ways as friends. Sound fair to you?"

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Best responses to handling the statement "We already have a vendor"?

4 comments

369DocuSign

Best responses to handling the statement "We already have a vendor"?

4 comments

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