What do you say when a prospect tells you "we already have someone who does that"?

In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount tackles this objection with Rob, an outside sales rep who runs into it constantly while prospecting door to door.

Jeb's core message: the real problem is who you're talking to. When you lead with an offer like a free quote or free inspection, gatekeepers default to sending you to procurement, and procurement is where your sales dreams go to die. Change what you open with, and you change who you end up in front of.

What You'll Learn:

How asking the right questions leads you to the actual decision maker
Why procurement is where deals stall and how to avoid ending up there
Why leading with "free" anything triggers defensiveness and routes you straight to procurement
How a short morning call block can turn cold door knocking into scheduled appointments
How to turn a local, relationship-driven value proposition into your strongest differentiator against larger competitors
A script for handling the "we already have someone" objection once you're in front of the right person

Whether you're selling compliance services, B2B solutions, or anything where a gatekeeper stands between you and the real decision maker, this episode gives you a practical way to change who you're talking to before you ever have to overcome an objection.

Submit your question: salesgravy.com/ask

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