We recently held a webinar where we outlined objection rebuttals and one of the sales objections we discussed was “We already use someone for that”. In this clip from the webinar, we discuss a few options that you have for how to respond to this objection.
Don’t try to overcome the objection
If you are reaching out through a phone prospecting call or talking to someone at a networking event, your goal should be more focused on trying to start a conversation with the prospect than trying to sell your product to them. If you stay aware of that, then you will realize that it is OK that they already use someone and that we do not need to get them to think that they need to replace their current vendor.
With that being the case, we do not need objection rebuttals that overcome the “we already use someone for that” feeling that the prospect has. We can instead deliver some sort of response that deflects the objection so that we either establish a conversation or keep the conversation going. In this blog post, we will share three objection responses that deflect this sales objection.
Deflect to the current vendor
Instead of trying to tell the prospect why they should change their current vendor or make them interested in you, simply ask some questions about the current vendor in order to keep the conversation going. Here is one of the objection rebuttals that deflects the conversation back to talking about the current vendor.
Oh, I see.
How long have you been using them / with them / purchasing from them?
How is everything going?
What are some of the things you like about what they provide?
What are some things that you think could be better?
If you could change one thing about their product/service, what would it be?
When was the last time you considered other options in this area?
Deflect to your pre-qualifying questions
One of the best things to do in most of your objection rebuttals is to deflect the conversation back to your pre-qualifying questions. This works well for a couple of reasons.
First, it is very effective at completely getting the conversation away from talking about the fact that they are currently using somebody already. But the other reason this is a good way to handle this and other sales objections is that you want to ask your pre-qualifying questions in any situation so this basically takes you from the prospect trying to get rid of you and turns the direction around into what you really want to talk about anyways.
Here is how that might go and you can use these objection rebuttals for other objections as well.
I understand. If I could ask you real quick:
How do you feel about the current design and layout of your website?
How important is it for you to improve your website conversion rates?
How much of a priority is it for you to increase your website traffic?
How well is your website doing with being found through search engines?
How important is it for you to get more leads through your website?
How motivated are you to find new ways to get more revenue out of your website traffic?
Deflect to common pain points
Another option that you have when trying to deflect objection rebuttals is to try to share common pain points that your prospects have as a way to keep the conversation going. Here is what that might look like.
I understand. Sometimes when we talk with other businesses, we have noticed that they often express challenges with:
Their website is not performing and producing the type of results that are needed
The website conversion rate could be better
They need to find a way to increase website traffic
There is not enough traffic coming to the website through organic SEO
It can be difficult to get the website to generate enough leads
It can be difficult to find ways to get more revenue out of web traffic
Are you concerned about any of those areas?
We hope that these objection rebuttals give you some ideas that you can use when you are prospecting for new business!