Objection Handling Tips
Addressing "We’re Already Using a Competitor" Objections
This prompt helps sales teams create strategies to handle objections from prospects who are already using a competing product. It focuses on understanding their current solution, highlighting differentiators, and positioning your product as the better fit.
Responsible:
Sales
Accountable, Informed or Consulted:
Sales, Marketing
THE PREP
Creating effective prompts involves tailoring them with detailed, relevant information and uploading documents that provide the best context. Prompts act as a framework to guide the response, but specificity and customization ensure the most accurate and helpful results. Use these prep tips to get the most out of this prompt:
Research competitors’ features, pricing, and common customer pain points.
Identify testimonials or case studies from customers who switched to your product.
Prepare comparison materials or resources that highlight unique advantages.
THE PROMPT
Help develop responses to objections from prospects who say they’re already using a competitor’s product for [specific use case]. Focus on:
Understanding the Current Solution: Proposing questions to uncover pain points or gaps in their current tool, such as ‘What do you like most about your current solution?’ or ‘Are there areas where you feel it falls short?’
Highlighting Differentiators: Recommending ways to showcase how your product excels in comparison, such as unique features, better support, or cost efficiency. For example, ‘Unlike [Competitor], we offer [specific feature], which helps solve [specific problem].’
Providing Value: Crafting responses that focus on how your product aligns better with their goals, such as ‘Our customers have reported a 20% increase in [specific benefit] after switching from [Competitor].’
Risk Mitigation: Suggesting strategies like trials, demos, or migration assistance to make switching feel less risky, such as ‘We’ll handle the entire onboarding process to ensure a seamless transition.’
Closing with Curiosity: Proposing follow-up actions like, ‘Would you be open to exploring how we could enhance your current setup?’ or ‘Let’s schedule a demo to show you what’s possible.’
Provide example scripts and email templates tailored to competitive objections, ensuring the responses are collaborative and confidence-inspiring. If additional details about the competitor or prospect are required, ask clarifying questions to refine the responses.
Bonus Add-On Prompts
Propose methods for using competitor comparison charts to illustrate key advantages.
Suggest strategies for leveraging customer testimonials or case studies from users who switched from a competitor.
Highlight techniques for identifying and addressing common frustrations with specific competitors.
Use AI responsibly by verifying its outputs, as it may occasionally generate inaccurate or incomplete information. Treat AI as a tool to support your decision-making, ensuring human oversight and professional judgment for critical or sensitive use cases.
SUGGESTIONS TO IMPROVE
Focus responses on specific competitors to tailor messaging effectively.
Include recommendations for addressing objections related to contracts or switching costs.
Propose ways to use industry-specific benefits to differentiate your product.
Highlight tools for tracking competitor-related objections, such as Salesforce or Gong.io.
Add tips for incorporating demos or trials into conversations about competitive switching.
WHEN TO USE
When prospects are hesitant to switch from a competing solution.
During conversations with decision-makers who value direct comparisons.
To position your product as a superior alternative in competitive markets.
WHEN NOT TO USE
If the prospect is highly satisfied with their current solution and unwilling to discuss alternatives.
When targeting customers unfamiliar with your product’s differentiators.