“Had you called last week, you’d have had a chance, but we just decided on a program just like yours to go with.” And you know you haven’t even gotten far enough into your pitch for the prosect to know, even, what it is that you do in order for him to say he’s already doing what you do.
How do you come back from this?
What I wouldn’t do is, “OK, thanks,” and then hang up. Or, “You couldn’t possibly, because…” Or, anything other than keep him talking.
The first thing I’d do is say, “oh, cool. What kind of program, exactly?” ‘Cause you want to gather information to know for sure if it is “just like yours.” He/she will most likely gush on about what it is, because he/she thinks their safe from your pitch now that he’s made it clear that the decision has been made.
Then, replay back what he said to confirm you understand and, also, to be able to tie down what it actually is and is not, and then, and only then, should you switch to talking about how your product service is different.
If it is the same product/service that you offer, then ask him what criteria went into “deciding.” “Deciding” is critical. “Decision” is more static, where as “deciding” is still in motion. So, this puts the prospect back into a mode of considering and you much more likely to be able to influence a last minute “change of heart.”
