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12 Effective Responses to “We Already Work With ... - NCMA
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Plus, it opens the door for another conversation down the line. Once you’ve won the prospect’s trust, you can start talking about a switch if that’s in the buyer’s best interest. ““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?”” According to Bryan Gonzalez, business development manager at Procore, this response will give you the opportunity to prove what your product does differently — and ultimately, show the prospect why they need it.
12 Ways to Overcome the Competitor Objection ““That’s good to hear — [competitor] is a great company. In fact, we share a lot of mutual customers. Companies that use both of our offerings often find that our product makes accomplishing [X goal] much easier since it has [unique benefit #1] and [unique benefit #2].”” This response lets you differentiate your product from the competition without slinging mud.
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?”
1) “That’s good to hear — [competitor] is a great company. In fact, we share a lot of mutual customers. Companies that use both of our offerings often find that our product makes accomplishing [X goal] much easier since it has [unique benefit #1] and [unique benefit #2].” “This response lets you differentiate your product from the competition without slinging mud.” Plus, it opens the door for another conversation down the line. Once you’ve won the prospect’s trust, you can start talking about a switch if that’s in the buyer’s best interest.
The first part of this answer validates the prospect, while the second gets them to open up. Once they’re talking about their situation, you can figure out how happy they are with their current vendor. What’s working well? What’s not? Pay special attention to complaints that could be solved with your product. ““Oh, I’m familiar with [competition] — we actually used them at my old job. Right now, I’m not trying to convince you to go with us instead. I think it makes sense to explore your situation first and see if [product] is even a good fit.”” Mentioning you’re a former user gives you instant credibility. In addition, many prospects respond well to this calm, friendly approach. Again, the goal is to simply get them talking about their situation.