We’ve created a formula for handling objections known as the AHA formula. Anticipate the objection, handle the objection, and ask for the appointment (you can read all about it on our How to Handle Cold-Calling Objections knowledge center page). Today, we’ll be looking at how to anticipate and handle the “Status Quo” objection.

Handling the Status Quo Objection

“No thanks I’m happy with what I have,” is one of the common objections you’ll hear when making phone calls to schedule appointments with qualified decision makers. Also known as “Status Quo,” this is probably the most difficult objection to overcome, because people don’t want to change unless there is a compelling reason to do so.

The key to handling this particular objection is to describe how your product or service complements, enhances, or supplements what the prospect is already doing. In other words, don’t put yourself in the position of competing with the prospect’s current vendor and possibly insulting the prospect’s earlier decision to go with your competitor.

Complement, enhance, or supplement your prospect’s current solution

Instead, your solution will actually enhance what they are already doing. This works so well because now the prospect doesn’t have to choose one or the other, but can instead have both. The former decision they made regarding the same products and services you offer can simply be enhanced by what you provide. By using this technique, you’re actually reinforcing what the prospect is already doing by showing that your solution will fit into their particular plan.

You can also try the tactic of, “we don’t mind being second,” which indicates your interest in having at least some of their business, if not all of it. This tactic in overcoming the “I’m happy now” objection works well in my business of sales training. 

Using the AHA formula with the Status Quo objection

We use these strategies for our own business at BlitzMasters. Often the prospects we call are already doing something in regards to sales training, but the specific appointment-setting techniques training we offer at our Blitz workshops often complement or reinforce other training programs the prospect might already have in place. To understand the practicality of this technique, here’s an example script of how it can be used:

“Hi Mr./Mrs. Prospect, my name is _________ with BlitzMasters. We provide activity-based new-business development workshops that empower salespeople to fill their pipeline with new opportunities in just one day. The reason for my call today is to schedule an appointment to learn more about your organization so we can determine if BlitzMasters can add value. How’s Thursday at 10:15 work for you?”

The prospect replies, “We’re all set with sales training for the year, in fact we just signed up for a program yesterday.”

“That’s great! What kind of program is it?”

“It’s sales process training, and it’s conducted by XYZ Company.”

“That’s perfect actually, because BlitzMasters will enhance that program beautifully by focusing on the very first phase of the sales process: setting the appointment. Why don’t we just meet Thursday at 10:15 so I can learn more about your company and your new sales training program, and determine whether BlitzMasters can enhance what you’re already doing?”

“Okay,” says the prospect. See? Easy-peasy. A sale today is great, and getting your foot in the door can open up bigger opportunities in the future.

Handle “Status Quo” objections with a sales enablement workshop

Enjoying these tips from the BlitzMasters Knowledge Center? If your sales team or channel partners are ready to leverage sales expertise and succeed, book a BlitzMasters sales enablement workshop today. BlitzMasters empowers, trains, and facilitates sales reps through call blitzes that gain immediate appointments. Our analytics tracking tool allows both the channel marketer and the channel partner to see performance in real-time, along with detailed reports to show ROI. Contact BlitzMasters today to learn more!