Potential Client Not Ready to Change Their Solution? Here's How to Counter

by David Finkel

"I am fine with my current product lineup..." is one of the worst things that a salesperson can hear. They are happy with what they currently have, and if they are already using a solution of yours you have to tread very carefully to ensure that you don't lose a current customer in pursuit of a higher package or price tag. So today, I wanted to share with you a few responses that you can use to overcome this common objection while still keeping your current business relationship in good standing.  

Consider The Benefits

When a client is content with the status quo, they don't really see a need to review other products and services. Because what they have is working and they are ultimately happy. And they are busy! But they may be missing out on new ideas simply because they haven't been exposed to those options yet. So, when encountering this objection with a client, take a moment to remind them that it doesn't hurt to just review the options and see what else is out there. Your response would sound something like this... 

"I completely understand that you're satisfied with your current situation, which is a great start. However, it's important to at least look at the new options that are now available to you. While the status quo might be comfortable, it's worth noting that the business landscape is constantly evolving and your customers might like some of these new features. So can we take a few minutes and review some of the newest features we have available? That way you can make an educated decision on your next steps."

Missed Opportunities

Another reason that your client might actually need to upgrade their product or service is due to the ever-changing landscape of their business. At the moment, what they have is working just fine but if their plans are successful and they grow their business over the next year will their current solution still work? If they take on a few new accounts or large clients will their current solution still be a good fit? If not then you may still want to review options. So here is how you may approach that discussion with your client:

"I appreciate that you're content with your current setup. However, it's important to remember that satisfaction with the status quo can sometimes lead to missed opportunities down the road. Our product/service offers unique features and benefits that could enhance your current operations, streamline processes, and potentially generate cost savings or increased productivity for you over the next year. So I think it's at least worth another look if you have a moment."

Being able to stay ahead of your client's needs is one of the best ways to grow and scale your business with very little lift. Understanding their needs and goals, and helping them create a plan with your products and services in the mix is a great way to build brand loyalty and grow alongside your customers. Good luck!