If you’ve been cold calling for any length of time, you already know that one of the most common objections we receive from prospects is the, “We already use someone” objection. This objection is worth addressing because it often arises and for those sales people new to cold calling and is starting out can be challenging to overcome.

There are three primary ways to respond to the “we already use someone” objection:

1. Comply: You could choose to acknowledge the objection, thank the prospect for their time, and conclude the call.
2. Overcome: Alternatively, you can attempt to persuade the prospect to reconsider and engage in a conversation with you.
3. Deflect: This approach involves not directly addressing the prospect’s objection but instead redirecting the conversation to keep it moving forward.

I’m going to suggest that the best way to deal with these types of objections is to ask the prospect a couple of pertinent questions after they raise an objection.

The Power of Asking Questions

Asking questions is an effective way to navigate the “we already use someone” objection. Consider using questions like:

• “That’s great. With whom are you currently working?”
• “How has your experience been with your current provider overall?”
• “What aspects of your current provider’s service do you find appealing?”
• “When was the last time you explored other options?”

You can also inquire about any pain points they might be experiencing.

If you genuinely want to continue the conversation with a prospect and not just give up and end the call, it’s advisable to deflect their objection by asking questions that maintain the dialogue’s momentum.

In an upcoming blog post, I will share more insights and strategies on how to do this effectively. Remember that your primary goal at this stage is not to make an immediate sale but to keep the conversation progressing toward a point where the prospect agrees to take your next step.