How to handle: "We're locked into a contract."
Contracts have exits, overlap windows, and renewal cliffs — most reps walk away too early.
What they're really saying
Contracts have exits, overlap windows, and renewal cliffs — most reps walk away too early.
Common variants you'll hear
- "We can't get out of our deal"
- "Contract runs through next year"
- "We just signed with someone"
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 dang, okay. Let me know when it's up."
Why it works: Treats the contract as a closed door instead of a calendar.
Strong rebuttal
"Got it. Two questions: when does it actually come up for renewal, and is there an auto-renew clause I should know about? Because if there is, the decision window is smaller than you think and we want to be ready, not scrambling."
Why it works: Acknowledges the contract and starts working the timeline.
Elite rebuttal
"Totally fair, and I'm not going to ask you to pay two vendors. Here's what the smart operators do though — they use the back half of their current contract to vet who's next, so when renewal hits they're not making a panic decision. So instead of pitching you on switching today, let me earn the right to be the obvious answer when your contract ends. Want me to send you one tactical thing per month — not a sales email, actual value — so by the time renewal lands, you already know who you're going with?"
Why it works: Plants the future and uses the lock-in period to build trust before they're free.
Follow-up questions
- When exactly does the contract end?
- Is there an auto-renew clause?
- What would your current vendor have to do to lose you at renewal?
Bridge back to the close
"Let's mark the renewal date now and start a 90-day runway before it. That way when the time comes, switching feels easy instead of risky."