This article contains some scripts that teach you how to deal with an objection you probably get often: ‘We’ve already got a supplier for that.’ Variations are things like:
‘I’m happy with who we’re using’
OR
‘We’ve been doing business with our current supplier for a long time…’
AND
‘My (brother/relative/friend) handles that…’
While all these objections or stalls may seem insurmountable, they aren’t! All you have to do is be prepared for them with a proven script and rebuttal. And you’ll find those below. Let’s start with:
Objection
‘I’ve been doing business with my current supplier for a long time…’
Rebuttal:
‘How long has that been?’
Layering question:
‘And has it been that long since you’ve compared prices and services with another provider?’
OR
‘You know, a lot has changed in that time; it sounds like this would be a good time to at least get another opinion/quote of services just so you know that you’re not only still getting the best deal and service, but also so you’ll know who to reach out to should you need additional help.
‘Could I at least do a no cost/no obligation comparison quote for you?’
If your prospect says ‘yes’, then there’s an opportunity here and you’ve uncovered it.
Related: Sell Like A Human
How to handle…
‘My supplier is my friend/brother/long term relationship, etc.’
While this is, at first glance, a seemingly difficult objection to overcome – and sometimes, if it’s true, won’t be overcome right away – there are ways to position yourself to earn some of the business either now, or to be the preferred vendor they reach out to if they need to consider making a change.
The way to do this effectively is to be prepared with proven scripts. Let’s take it one at a time:
Objection
‘My supplier is my friend.’
‘I understand, I also do business with people I consider friends. Tell me, how long have you been doing business with him/her/them?’
Layering question:
‘And who were you doing business with prior to them?’
Layering question:
‘And when was the last time you did a comparison with another provider?’
If ‘never’ or ‘a long time ago’
‘Well then, it’s a good idea to at least get another opinion/quote of services just so you know that you’re not only still getting the best deal and service, but also so you’ll know who to reach out to should you need additional help.
‘Could I at least do a no cost/no obligation comparison quote for you?’
If your prospect says yes, then there’s an opportunity here and you’ve uncovered it.
If they say ‘no’, then simply use the Next in Line Script below:
‘Okay, no problem. One last question: Could I be the next in line person you reach out to in case you ever need to get another quote or service comparison?’
If yes – take all their information and then:
‘Just out of curiosity, what would have to happen for you to even consider reaching out to someone else?’
Related: How To Create Compelling Content
Objection
‘My supplier is my brother/relative.’
As above, your first job is to question and explore this objection.
‘Hey that’s great. As you know, doing business with relatives can have its upside and downside, how’s your experience been?’
If they respond: ‘great’
‘That’s good to hear. Just out of curiosity, how long have you been doing business with them?’
Layering question:
‘And who did you use before that?’
Layering question:
‘And what did you like about doing business with a non-relative that you miss now?’
Regardless of what they say, layer:
‘Well then, it’s a good idea to at least get another opinion/quote of services just so you know that you’re not only getting the best deal and service, but also so you’ll know who to reach out to should you need additional help. Could I at least do a no cost/no obligation comparison quote for you?’
Establish your rhythm for response
If your prospect says ‘yes’, then there’s an opportunity here and you’ve uncovered it.
If they say ‘no’, then simply use the ‘Next in Line Script’ above.
