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

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How to Respond to the We Already Use Someone Sales Objection

How to Respond to the We Already Use Someone Sales Objection

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How to Respond to the We Already Use Someone Sales Objection