12 Effective Responses to “We Already Work With ... - NCMA

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1. 3) “Got it. Can I ask what type of evaluation process you go through to be sure you’re getting the best service available?” “you need to plant doubt in the prospect’s mind before they’ll ever consider changing vendors.” 4) “Have they ever let you down?”

   In Belief-based messaging

2. This response lets you differentiate your product from the competition without slinging mud. “Once you’ve won the prospect’s trust, you can start talking about a switch if that’s in the buyer’s best interest.” 2) “At this point, I’m not asking you to rip anything out. I’d just like the opportunity to show you how we’re different and how we’ve provided additional value to our customers. I can present some use cases of other companies like yours who work with us and with Competitor X. When is a good time to schedule a follow-up call?”

   In Existing solution objections

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