How to handle: "We already work with someone."
Loyalty or inertia? Find out which. The unhappy ones won't volunteer the truth.
What they're really saying
Loyalty or inertia? Find out which. The unhappy ones won't volunteer the truth.
Common variants you'll hear
- "We have a vendor"
- "We're under contract"
- "Happy with our current provider"
Three rebuttals — weak, strong, and elite
Same objection, three skill levels. Read all three, then drill the elite version until it falls out of your mouth.
Weak rebuttal
"Oh okay, no worries. Maybe we can connect when your contract is up?"
Why it works: Treats their current provider as an immovable wall.
Strong rebuttal
"Good — means you've already seen the value of having a partner here. Out of curiosity, on a scale of one to ten, how happy are you with them? … And what's keeping it from being a ten?"
Why it works: Acknowledges the relationship, then probes for cracks without trashing the competition.
Elite rebuttal
"Honestly, that's a good thing — it tells me you take this seriously. I'm not asking you to fire anyone today. But here's the truth: the best operators I work with always have someone in their back pocket, just in case. So even if today isn't the day, would it be unreasonable for me to show you what we do — so when something cracks over there (and it always does eventually), you already know who to call?"
Why it works: Compliments the loyalty, plants a seed, and earns the right to be the backup that becomes the starter.
Follow-up questions
- On a scale of 1 to 10, how happy are you with them?
- What's the one thing they don't do well?
- When does your current contract come up for review?
Bridge back to the close
"Let me earn the second-place spot today. I'll show you what we do in 10 minutes — no pressure to switch — and you'll just know who to call when you need an upgrade."