SALES Series: Handling the “We’re happy…” Objection

You are making the cold call and you actually connect with a real human. That human immediately tells you, when they discover why you have called, that “they are happy” with their current vendor/supplier/consultant.

You say, “Thank you, please call me if you ever become unhappy and, goodbye.” Right?

Wrong. There is another response. Several, in fact. At your next sales training meeting, try several of these to see what works best for you.

1. What makes you happy with your _____current solution or supplier­­­­_______?
Listen and learn. Think about what is being said and what is not being said. Consider if you are receiving trivial messages or real drivers of their buying behavior. Did they talk about a problem, or pain? Did they link the solution to the problem?

1.1 If not addressed in their statement, ask “What do you like about how they do business with you?

1.2 OR, “What made you choose them and their solution?

1.3 And/or, “How do you judge whether you are happy or not?


2. They say “We’re happy.” and you ask, “Compared to what?” (Use this sparingly – you must discern if you have a bottom line prospect, on who thrives on direct statements.)

3. What would you like to see improved or enhanced with _____solution or process_________?

4. Describe the ideal solution (or provider relationship). OR, what would make life easier in the way of ______your solution or provider­­­­_____?

You want to understand their pain points and the kind of solutions that would relieve the pain. You want to discover what drives their buying behavior.

5. How do we go about establishing a relationship with your company?

6. What would you need to understand, or see, or hear to give us a chance?

7. How will you judge your happiness with us or our solution?

The goal, as always, is to generate a conversation where you discover what their current state is, what in that state is not going well (a problem), what solutions they have explored beside their current one, and then end with a clarifying statement that shows you have listened to their need, to what drives them, and what they, in an ideal world, would like to achieve. Then, share why your solution better fits their need – and ask for the business.

Need help with your selling process, click here.

Copyright © 2009 by P. Griffith Lindell