How to Handle "We Already Use Something for That": Objection Handling and Sales Scripts for the Status Quo

<p>Most objection handling advice treats "we already use something for that" as a dead end. It isn't. It's the most honest thing a prospect can tell you on a cold call or a discovery call, because it tells you they care about the problem enough to have paid for a fix. The job isn't to win an argument against their current vendor. The job is to find out whether the fix is actually working.</p> <p>T

Читать первоисточник →