In this video, we provide a strategy for how to respond to the we already use someone sales objection. This is worth stopping to think about because this objection will come up very frequently and can also be difficult to get around.

 

Focus on the Right Goal

To improve your ability to get around the we already use someone sales objection, start by having more clarity for the goal that you are focusing on. What I mean by that is that every time you talk with a prospect, you have two different goals that you can be focusing on:

  1. Closing the sale / getting a new customer
  2. Get the prospect to agree to go to the next step of the sales process

If you follow your natural instincts, you are likely to focus more on the first goal of getting a new customer every time you speak with a prospect. The problem with that is that the we already use someone sales objection, if you are focused on trying to get a new customer, the fact that they already use someone is a valid reason to not keep talking.

But if you are focused on just moving to the next step of your sales process, which should be just having a conversation, then the fact that they already use someone is not a valid reason to stop talking. With that, we are going to provide objection responses that focus more on just keeping the conversation going.

 

Three Sales Objection Handling Options

When you face a sales objection, you have three different ways to respond.

  1. Comply: This would be to accept and give in to the objection, and in most cases, this will end the call or conversation.
  2. Overcome: This is to try to resolve the objection and change the prospect’s mind.
  3. Deflect: This is to say something where you keep the conversation going.

Since we are not trying to sell the product and get a new customer, we do not need to try to overcome the sales objection. And with that, the objection responses I will give you will focus more on deflecting and keeping the conversation going.

 

Deflect to Questions

One of the best ways to deflect when you get the we already use someone sales objection is to ask a question. We divide questions into different categories, and one of the best categories of questions to ask with this sales objection is your current state questions.

Oh great.

Who are you guys working with?
How long have you been working with them?
How is everything going?
What do you like about working with them? What could be better?
When was the last time you considered other options?

You could also deflect with your pain questions.

Oh great.

How do you feel about the amount of time it takes to fill open positions?
How important is it to decrease the time to fill open positions?
How important is it to improve the quality of applicants you are hiring?
How important is it to decrease the amount of time you spend interviewing?

 

We hope this helps with how to respond to the we already use someone sales objection!