When a prospect says they already have a vendor, don't immediately claim you're better. Instead, ask which vendor they use, reframe as an exploratory call, then ask probing questions about their results and goals to find a gap between what they have and what they want.
Hey, really appreciate it, but we already have somebody for that. We're really happy with who we have. What do you say? What do you do on a cold call? What do most salespeople do? Oh, well, I mean, you want to go with us because we're better than this, or we're better than that. And they try to prove with facts that they're better than the company they said they're with. That just sounds like you're just another salesperson trying to sell them something. Here's what you do. You got to disarm them first. You're going to say exactly this. Oh, yeah. And just so you know, like, I'm not quite sure we can even help you yet. You know, we'd have to know a little bit more about kind of what you're doing for XYZ and the results you're getting from that compared to maybe where you're wanting to be, because at the end of the day, you might be better off staying with who you already have. Like, who do you actually use for XYZ? And then I go right back into it. See that reframe? So the first thing I'm doing is I'm disarming. I've got to get the guard down. Might be better off staying with who you already have. Now, do I know I can help them better than the other guy? Yes. Does the prospect know that in the first 30 seconds of a cold call? No. So my first job is I have to disarm them to get the guard down. And then as I build that gap from where they are to now where they could be, then I can get more assumptive with what I do.
