Handling objections – “We have a similar solution”

What does it really mean when you hear this objection?

  • Customer does not have time to talk?
  • You may not have prepared well enough for the call by doing homework or getting a referral?
  • They have a solution in place that has some similarities?

What next?

Focus on learning

Start asking open-ended questions!  Some you can ask to keep the conversation going and possibly identify an opening…

  • How long have you been working with X company?
  • What has the current solution helped you achieve?
  • What, if any, challenges have you had with this solution?
  • What are your goals for the next 6 months, 12 months?
  • Let’s say you read the company is growing rapidly…”How will your company’s rapid growth impact this solution?”

Sometimes open-ended questions like these can get a prospective customer thinking that maybe another option or an additional partner can provide value…and open their interest.

Plan ahead

Want to address this objection more effectively and proactively?  When you are preparing for calls with prospective customers, try to find out what solution(s) they have in place that might compete with what you offer.  This should help you plan further homework and questions to ask during your calls with customer contacts! 

Objections are part of clients testing you as a salesperson and company.  They are weighing time, risk and money involved in adding your solution or shifting gears toward your solution…Stay curious!

Feel free to contact me directly for ideas and/or help on this or other topics!

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