Long time no talk Sales RX'ers!
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As we near the end of the first month of the fiscal quarter, how much better do you wish your outreach to prospects would have been? Would have been nice to have 1-2 more deals in your active pipeline, wouldn't it?

One of the most common objections I'm hearing on cold calls is: "WE ALREADY HAVE SOMEONE."
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Let's talk about it.

Instead of hearing an objection, hear the opportunity.

When I hear they already have someone after giving a 1 line synopsis of what I do and the value this is what I hear:
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"I have the budget for this because I'm already paying someone else for it"
"I know what this does and how it helps and can quantify the value"
"I'm the right person to talk to about this since I know what it is and that we have it"
"There's an opportunity to show me a better way of doing things because I'm only doing it the way we know it"
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SO STOP BEING CONCERNED WHEN THEY ALREADY HAVE SOMEONE.

How often have you talked to someone in the past who was using something before evaluating you?
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Here is a killer way to handle this...

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Seek to Understand

"That's great, out of curiosity who do you already use? That's great, and I hear they're really good, what do you love most about them?"​
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Now this line works because 9 times out of 10 your prospect will either tell you what they DON'T like, or they will tell you something like, it works or it does the job.

If they tell you it works/does the job that's easy to navigate - "of course, and the reality is you wouldn't be paying for it if it didn't work."​
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If they tell you something they don't like, you can counter easily to demonstrate where you're different: "Ah I'm sorry to hear that, it's actually common that {XYZ COMPETITOR'S} customers feel that way. If I could show you how we handle that over a cup of coffee would you be opposed to learning more?"

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So go and try leveraging this in your calls this week as you look to climb back from the month you had.

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Let's get prescriptive ya'll 🩺

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