{"id":2465,"date":"2018-12-14T17:30:00","date_gmt":"2018-12-14T22:30:00","guid":{"rendered":"https:\/\/primaressource.enconstruction.website\/dont-have-a-problem-sales-objection\/"},"modified":"2023-04-18T13:11:29","modified_gmt":"2023-04-18T17:11:29","slug":"dont-have-a-problem-sales-objection","status":"publish","type":"post","link":"https:\/\/blog.primaressource.com\/en\/dont-have-a-problem-sales-objection\/","title":{"rendered":"How to Handle the &#8220;We Don&#8217;t Have a Problem&#8221; Sales Objection"},"content":{"rendered":"<div>\n <img decoding=\"async\" src=\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2019\/03\/wedonthaveaproblemobjection-primaresource-3.png\" alt=\"We don't have a problem objection - Prima Resource\"><\/div>\n<p>Sales objections are a recurring phenomenon. Ask anybody what their initial reaction to a sales pitch is, and they\u2019ll admit to responding with one or more objections:<\/p>\n<p><!--more--><\/p>\n<ul>\n<li><a href=\"\/en\/handle-i-need-to-think-about-it-objection\">I need to think about it<\/a>;<\/li>\n<li><a href=\"\/en\/price-objection-respond\">It\u2019s too expensive<\/a>;<\/li>\n<li>We already have a supplier;<\/li>\n<li><a href=\"\/en\/bad-experience-objection\" target=\"_blank\" rel=\"noopener\">We already had a bad experience<\/a>;<\/li>\n<li>I don\u2019t know your company.<\/li>\n<\/ul>\n<p>These are <a href=\"\/en\/sales-objections\" target=\"_blank\" rel=\"noopener\">the most commonly used sales objections<\/a>, though a few more sometimes pop up, such as the \u201cwe don&#8217;t have a problem\u201d objection.<\/p>\n<p>As a sales representative, your task is knowing how to identify, anticipate, and effectively overcome these objections, even the ones you rarely come across.<\/p>\n<h2><span style=\"font-size: 36px\">When should you expect the &#8220;we don&#8217;t have a problem&#8221; objection?<\/span><\/h2>\n<p>The stage at which objections show up during the <a href=\"\/en\/b2b-sales-process\" target=\"_blank\" rel=\"noopener\">sales process<\/a> depend on what the objection is. It\u2019s important to have a clear understanding of when and why objections come up, because they can be an indication of a poorly played out sales process.<\/p>\n<p>For example, \u201cI need time to think about it\u201d will come up during the last <a href=\"\/en\/b2b-sales-process\" target=\"_blank\" rel=\"noopener\">steps of the sales process<\/a>, while \u201cWe already have a supplier\u201d\/\u201cWe already work with your competitor\u201d will take place very early on in the process.<\/p>\n<p>Likewise, you shouldn&#8217;t be hearing \u201cI\u2019m already meeting my objectives\u201d late in the game!<\/p>\n<h2><span style=\"font-size: 36px\">How to overcome the &#8220;we don&#8217;t have a problem&#8221; objection<\/span><\/h2>\n<p>By using open-ended questions, you must bring the prospect to the conclusion that they should go into business with you, for the better of their company. The goal is always to help them achieve their objectives, but what happens when a prospect tells you they are already achieving all their goals?<\/p>\n<p>The same two-step process to <a href=\"\/en\/how-to-handle-sales-objections\" target=\"_blank\" rel=\"noopener\">handle sales objections<\/a> applies:<\/p>\n<ol>\n<li><a href=\"\/en\/overcome-resistance\" target=\"_blank\" rel=\"noopener\">Lower the resistance<\/a>;<\/li>\n<li><a href=\"\/en\/consultative-selling-questions\" target=\"_blank\" rel=\"noopener\">Ask questions<\/a>.<\/li>\n<\/ol>\n<p>An objection, in whichever form it comes, should <strong>never be taken at face value<\/strong>. Either the prospect is trying to brush you off, which you should quickly realize by asking questions, or the prospect is in fact telling the truth.<\/p>\n<p>The fact that they are attaining their goals or don&#8217;t have a problem doesn\u2019t automatically close the door on you. So, they\u2019re doing well this year, but what about next year? Or what if they could be doing even better this year, and you\u2019re the one to help them do this?<\/p>\n<p>Are you speaking to the decision maker? If not, you may think they are achieving their goals, but this person isn\u2019t in the know. Speak to the person that makes a difference. If you realize you\u2019re not speaking with a decision maker, suggest joining them in a presentation to discuss your ability to help them grow their business.<\/p>\n<p>Help them look further than the present. Push them along so they consider future objectives.<\/p>\n<h2><span style=\"font-size: 36px\">Showcase the value of your services<\/span><\/h2>\n<p>The top priority for any representative, whether selling products, services or commodities, is helping the prospect <a href=\"http:\/\/www.omghub.com\/salesdevelopmentblog\/tabid\/5809\/bid\/6287\/How-to-Find-the-Compelling-Reasons-for-Seth-Godin-s-Intangibles.aspx?utm_campaign=partner&amp;utm_source=265&amp;utm_content=511\" rel=\"nofollow noopener\" target=\"_blank\">find the compelling reasons to do business with you<\/a>. This needs to be done very early on. You want to qualify, or disqualify, a prospect as quickly as possible.<\/p>\n<p>Your positioning statement should resonate with the prospect and create a sense of needing your help. If it doesn\u2019t, if your prospect doesn\u2019t see the value of your services, your positioning statement might need some tweaking. It should challenge their status quo, and make them consider the benefits of what you could bring to their business.<\/p>\n<p>As with every objection, you must identify the validity of it very early on. Do not waste your time and services with a person who isn\u2019t a good fit for you and who honestly doesn\u2019t need your services. You must know when to walk away.<\/p>\n<p>And you <em>will <\/em>know when to walk away by asking the ever-essential open-ended questions.<\/p>\n<h2><span style=\"font-size: 36px\">Conclusion<\/span><\/h2>\n<p>Remember, ask your prospects the questions which will create the need to take up your services or buy your products.<\/p>\n<p>Don\u2019t be turned off by a prospect who\u2019s already doing well, there may be an opportunity for you to help them do even better!<\/p>\n<p><span class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-4276129a-793c-4dd8-9baf-6bd44d5e8920\"><span class=\"hs-cta-node hs-cta-4276129a-793c-4dd8-9baf-6bd44d5e8920\" id=\"hs-cta-4276129a-793c-4dd8-9baf-6bd44d5e8920\" style=\"text-align: center\" data-hs-drop=\"true\"><a id=\"cta_button_4276129a-793c-4dd8-9baf-6bd44d5e8920\" class=\"cta_button\" href=\"https:\/\/go.primaressource.com\/en\/21-core-sales-competencies-list\" target=\"_blank\" rel=\"noopener\"><img decoding=\"async\" id=\"hs-cta-img-4276129a-793c-4dd8-9baf-6bd44d5e8920\" class=\"hs-cta-img \" style=\"border-width: 0px;margin: 20px auto\" src=\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2022\/04\/4276129a-793c-4dd8-9baf-6bd44d5e8920.png\"><\/a><\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;We don&#8217;t have a problem&#8221; or something similar is a common sales objection. Different objections will come up during different stages of the sales process. Ask open-ended questions to find the compelling reasons why you can help a client do even better, even if they are already reaching their goals.<\/p>\n","protected":false},"author":19,"featured_media":2466,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[146,137],"tags":[],"class_list":["post-2465","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-kpis-and-forecasts","category-sales-objections"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.3 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Handle the &quot;We Don&#039;t Have a Problem&quot; Sales Objection<\/title>\n<meta name=\"description\" content=\"&quot;We don&#039;t have a problem&quot; or something similar is a common sales objection. 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