How to Handle Sales Objections, Part 2

This week we’re looking at a sales objection I am sure all CSPs encounter regularly. While it seems like a very simple objection, handling it can be quite complex. This objection can get you shut down early in the sales process if you’re not prepared to handle it with grace.

Which objection am I speaking of? This is the one: “Oh, we already have that!”

If you’re encountering this regularly right after you deliver your introductory or elevator pitch, go back to the drawing board and change your approach. Your opening needs to focus on outcomes, not a specific solution: “We help law firms use technology to increase the amount of revenue each lawyer generates monthly.” The natural next question after that introduction would be, “How?”

So, if your opener still led you to this objection, your first task is to identify whether or not they actually do already have that. Keep your line of questioning curious and conversational. Resist the urge to ask what they are using, as that can often lead to unintentional (or worse, intentional) bad-mouthing of their current provider. First, acknowledge that you have heard what they are saying.  “Yes, of course! Most businesses are already using something for this.” Next, ask some simple questions about the solution they are using. (Don’t ask permission to ask questions, just lead with the questions.)

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Now that you have a little more information, you should be able to side-by-side compare your solution and theirs, and you should know if they are comparing you to a solution that does in fact offer many of the features and benefits you offer, or a solution that they only perceive to be the same as yours. Now, ask a few more questions to keep the conversation going:

Then, ask for a meeting to demonstrate how your solution can potentially help a company that is growing, or a company that is experiencing some challenges with their current solution, or a company that is using an out-of-date solution.

How do you overcome this simple sales objection? How often do potential customers use this objection during your sales calls?

Carrie Simpson is founder and CEO of Managed Sales Pros.