Objection handling
How to handle “We already have a vendor.”
Arguing that you're better makes them defend the choice they already made. Asking what they'd change gets them to name the gap themselves.
What most reps say
“We're better.”
Say this instead
“Makes sense. What would you change about them if you could?”
The pattern: don't argue. Agree, then ask one question. It works because it keeps the prospect talking, and the next thing they say tells you what to do.
Get this answer on your rep's screen, live
Della Live hears “We already have a vendor.” on the call and shows your rep the answer that works, from your own script. Della Practice lets reps rehearse it until it's automatic.
