“We already have someone”: what to say on a cold call
Most prospects worth calling already use something. The answer is not that yours is better. It is a question about how theirs is going.
The situation
The prospect says they already have a vendor, an agency or a tool for this. It is usually true, and it is usually the end of the call for an SDR who hasn’t practiced the next sentence.
At the door it sounds like “we already have a guy” or “we already have an alarm”. The answer has the same shape.
We already have someone for that.
The buyer
We’re already using a vendor.
The buyer
What it can mean
- We are happy with what we have.
- We have something, and switching sounds like work.
- We are under contract, so there is nothing to talk about this year.
What a good answer covers
Respect the choice
Criticizing their vendor makes them defend it, and they chose it.
Ask how it is going, specifically
One question about one result tells you whether there is a gap, and they find it themselves.
Ask when it comes up for review
If there is no gap today, the renewal date is the next real conversation.
A strong answer
Makes sense, most teams your size do. Out of curiosity, how is it going on the new reps? How long before someone new sounds like your best rep? … And when does that usually come up for review?
The rep
Why it works
- It agrees, so there is nothing to defend.
- The question is about one result the prospect cares about, not about the vendor.
- Asking about the review date gives the call a next step even if today is a no.
What not to say
- Naming or criticizing the vendor they use.
- “We’re different because…” before you know what they have.
- Asking “Are you happy with them?” It invites a yes and a goodbye.
How to practice it
Five minutes, before the shift. Any manager can run it.
Say the line
The prospect says “We already have someone for that,” already sounding done.
Answer with a question
Respect it, then ask one specific question about how it is going.
Listen for knocking
Stop the run if the rep says anything about the other vendor.
Run it both ways
Once where the prospect is happy (the rep asks about the review date and leaves), once where they admit a gap.
Shadowpitch puts this drill in every rep’s pocket. A voiced buyer says the line, the rep answers out loud and keeps the take worth hearing, and a manager hears it before the rep says it on a live call.
Questions
What if they love their current vendor?
Then say so, ask when it comes up for review, and offer to check back then. An SDR who respects a happy customer gets the call at renewal.
Should an SDR ask who the vendor is?
Only if it comes up naturally. Asking first makes the call about the competitor instead of about the prospect’s results.
Does this work at the door?
Yes. “We already have a guy” and “we already have an alarm” take the same shape: respect it, ask how it is going, listen.