How To Respond To “We’re Happy With Our Current Provider"

In today’s issue:

• How to Respond to “We’re Happy With Our Current Provider”

Estimated reading time: 2 min 28 seconds

TOP FINDS

8 Elements of insanely persuasive SaaS sales demos (link)

How Elite Sellers handle prospect questions mid-discovery (link)

Book Recommendation: Cold Calling Sucks (And That’s Why It Works) (link)

DEEP DIVE

If you’ve been in sales for even a week, you’ve heard the objection:

“We’re happy with our current provider”

And most sellers handle it all wrong.

They immediately try to overcome:

“Oh…Ok…but are you open to hearing why we’re different?”

Or

“Yeah, we’ve had many clients come to us from them because X, Y, and Z.”

STOP.

This is only going to increase “sales resistance”

Instead, use this as an opportunity to further profile using curiosity-based question layering.

Here’s an example of how:

Prospect: 

“We’re happy with our current provider.”

Seller:

A) “That makes sense, otherwise you’d probably be calling me. Last time we talked with your company, you were using “XYZ” Is that still the case?”

B) “Remind me, how long have you been with them?”

C) “Nice. So it seems you recently evaluated the market OR Nice, they’ve obviously been a solid partner. Out of curiosity, who were you using before and what made you decide to look at alternatives?

D) “Interesting, what was it about (incumbent) that made you choose them?”

E) “So it sounds like the main reason you made the change was (list the reasons they described) did I catch that right?”

F) “And how would you rate them on a scale of 1-10 on that?”

G) “Why’s that?”

H) “It’s obvious, that the timing isn’t right at this point, however, just out of curiosity, what would need to happen to even cause you to look at other options?”

Etc., etc.

Your goal isn’t to overcome the fact that they’re “happy with their current provider”

It’s to understand why.

And the only way to do that is by asking questions, not pitching why you’re better.

Understand > Overcome.

I hope this was helpful to someone.

Any questions?

Respond back and I’ll answer it personally.

P.S. Dug up an old Profiling/Cold Call Script I used for years - You can check it out here (link)