How to Respond to the We Already Use Someone Sales Objection

1. “We already use someone for that.”

2. Ultimate Goal: Close the sale Immediate Goal: Close on the next step
TWO GOALS

3. INITIAL CONTACT
CONVERSATION
EXPLANATION
PURCHASE
Selling the
Product
Selling the
Next Step

4. We already use someone today. We already use someone today.
VALID REASON TO
NOT CONTINUE
NOT A VALID REASON
TO NOT TALK
Sell the Product – Overcome the Objection Sell the Next Step – Establish the Conversation
Ultimate Goal: Close the sale Immediate Goal: Close on the next step
TWO GOALS

5. INITIAL CONTACT
CONVERSATION
EXPLANATION
PURCHASE
ULTIMATE
GOAL
IMMEDIATE
GOAL

6. Option 1 – Comply

7. Option 2 – Overcome

8. Option 3 – Deflect the Objection

9. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE

10. RECRUITING AND STAFFING SERVICES
FEATURES
• Develop job descriptions
and candidate profile
• Publish and promote job
postings
• Curate resumes and
perform an initial screening
of applicants
• Present qualified applicants
DIFFERENTIATION
• We use video interviews to
improve the screening of
applicants
• We have an extremely deep
databases of candidates with
FOR BUSINESS
IMPROVEMENTS
• Reduce the time it takes to fill open
positions
• Improve the quality of the people they
interview and hire
• Decrease time spent searching,
screening, and interviewing applicants
• Improve their screening and interviewing
processes
CHALLENGES/CONCERNS
• Takes a long time to fill open positions
• Hiring the wrong people is extremely
costly
• Time-consuming to properly find, screen,
and interview applicants
PAIN QUESTIONS
• How do you feel about the amount of
time it takes to fill open positions?
• How important is it to decrease the
time to fill open positions?
• How important is it to improve the
quality of applicants you are hiring?
• How important is it to decrease the
amount of time you spend
interviewing?
CUSTOMER EXAMPLE
• We worked with a startup
business owner
• It was taking a long time to fill
open positions
• We helped to solve that by
taking recruiting process.
• This helped to decrease the
time to fill open positions
• Also helped to improve the
caliber of employees they were
hiring
• What is your process for filling open
positions?
• How often do you need to fill open
positions?
CURRENT STATE QUESTIONS
PRODUCT TARGET VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE

11. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
Building Blocks

12. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
Cold Call Script

13. Oh great.
• What is your process for filling open positions?
• How often do you need to fill open positions?
• Do you currently have open positions that you need to fill?
• How many positions are you needing to fill?
• Do you use internal staff for recruiting?
• Are you working with a recruiter or staffing agency?
• How happy are you with the quality of candidates you are interviewing? Top-caliber
talent?
• How long does it usually take to fill open positions?
• When was the last time you considered making changes or improving your recruiting
process?
• Do you feel like you have the internal resources and processes that are needed to get
positions filled quickly and with the right caliber talent?
We already use someone today.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE

14. Oh great.
• What is your process for filling open positions?
• How often do you need to fill open positions?
• Do you currently have open positions that you need to fill?
• How many positions are you needing to fill?
• Do you use internal staff for recruiting?
• Are you working with a recruiter or staffing agency?
• How happy are you with the quality of candidates you are interviewing? Top-caliber
talent?
• How long does it usually take to fill open positions?
• When was the last time you considered making changes or improving your recruiting
process?
• Do you feel like you have the internal resources and processes that are needed to get
positions filled quickly and with the right caliber talent?
We already use someone today.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE

15. Oh great.
• How do you feel about the amount of time it takes to fill open positions?
• How important is it to decrease the time to fill open positions?
• How important is it to improve the quality of applicants you are hiring?
• How important is it to decrease the amount of time you spend interviewing?
We already use someone today.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE

16. Oh great. Some businesses we work with have challenges with:
• Takes a long time to fill open positions
• Hiring the wrong people is extremely costly
• Time-consuming to properly find, screen, and interview applicants
• Difficult to determine which applicant to hire and make the right decisions
Are you concerned about any of those areas?
We already use someone today.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE

17. We already use someone today.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE

18. Disarming Language
I don’t even know if you fit well with what we provide or not.
[Not selling]
And I want you to know, I am not reaching out to you to try to sign you up or sell you
anything.
[Sales process]
We are just looking to open the dialogue between our two companies and have an
initial conversation.
[Sales takeaway]
[Understand the Prospect] I understand.

19. I understand. I am not looking to sign you guys up for anything. Just looking to start the
dialogue between our two organizations.
That way, when you do need help with filling a position, you can know who we are and
how we can help.
We already use someone today.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE

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24. SMART
Sales
System
S
M
A
R
T
ales
essaging
nd
esponse
actics

25. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

27. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

29. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

31. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

33. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

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