What to Say When a Prospect Says “I’m Already Working With Someone”

Stop Trying to Win the Comparison Game

When a prospect says, “I’m already working with someone,” most sales conversations go sideways in seconds.

The instinct is predictable. You defend. You compare. You explain why you are better.

And the moment you do that, you lose leverage.

Convincing feels active, but it actually signals insecurity. Buyers do not want to be persuaded. They want clarity. The fastest way to lose a serious prospect is to sound like you are competing for approval.

Here is the exact three-step framework we use with founders and revenue leaders to keep control of the conversation and surface real opportunity without pitching.

Watch the 30-second breakdown here

Why “I’m Better Than Them” Backfires

When you respond with “we’re better than your current provider,” three things happen instantly.

First, you position yourself as defensive. Second, you force the prospect to protect their current decision. Third, you turn discovery into a debate.

At that point, the buyer stops exploring and starts justifying. That is not where deals move forward.

Instead of trying to win the comparison, your job is to remove friction and guide the conversation.

The Three-Step Response That Actually Works

Step One: Acknowledge Without Resistance

Your first move is simple.

“Totally fair. That’s not an issue.”

This does two things. It lowers their guard and signals confidence. It removes the feeling that they need to defend their current setup.

No tension. No pushback. No pitch.

Step Two: Clarify Satisfaction

Once resistance is gone, you earn the right to ask a real question.

“Are you 100 percent satisfied with how it’s working right now?”

Most teams are not. They might be comfortable, but comfort is not the same as momentum. This question opens space without attacking their current vendor.

You are not creating doubt. You are inviting honesty.

Step Three: Guide Them to the Gap

If they say no, you do not jump to solutions.

You guide.

“If you could change one thing to move faster or get better results, what would it be?”

Now the prospect is doing the work for you. They are articulating the gap in their own words. You are no longer convincing. You are diagnosing.

That is where real deals start.

Why This Works for Founders and Senior Buyers

Founders and experienced leaders do not respond to pressure. They respond to insight.

This approach works because it respects their intelligence and keeps the conversation focused on outcomes instead of ego. You are not asking them to switch. You are helping them see what is missing.

That shift changes the entire dynamic of the call.

Final Thought

If a prospect is already working with someone, it does not mean the door is closed. It means the bar is higher.

Stop convincing. Start guiding. Let them tell you why change matters.

That is how momentum is built and deals actually move.