Sounds like you’ve got the perfect setup that checks every box

Ever had a prospect say: “We already have a solution.” Does that typically close the conversation down?

There is a great way to respond: “Sounds like you’ve got the perfect setup that checks every box” (I am quoting Josh Braun.)

Of course they already have a solution. Their business is running. It’s not like they’re sitting around waiting for you to turn up with your cool product.

However, assuming you have a proposition of value, there will be ways in which their current solution is imperfect. If you try to tease this out of them, you will almost certainly be bounced back:

➡️ “Does your current solution do X or Y?” is obviously a leading question, backing someone into a corner. They won’t engage constructively.

➡️ “Most people with your platform tell me they have A or B challenge” is still pushing back against them, albeit a bit softer.

But the statement (note, not question) “Sounds like you’ve got the perfect setup that checks every box.” is open-ended, nonthreatening and hard to ignore.

Most people like to correct you. There is a great chance they will say “well I wouldn’t say perfect, but it does the job today”.

You could respond “Understood, I guess no solution is perfect. Would you be willing to tell me what the biggest challenges are?” Again, people like to educate you and you might well get an answer.

At this point you are discussing their challenges. Not your solution. Their challenges. This gives you the opportunity to learn what they need and to discover if perhaps there is a way you can help.

Perhaps you will spot a reason why it is worth offering them a quick view of one of your key features – because it solves a critical question they raised. Even if they currently have a contract which runs for another nine months, you are much better informed for the point when they might be reviewing the technology.

And maybe it will lead to closing down the discussion because there is no reasonable way you can help in the near future. But at least you will be better educated.