When is the best time to use this objection response?

Use this response immediately when you hear the objection. The key is to acknowledge their concern authentically before reframing it. Timing matters—respond too quickly and you seem dismissive, wait too long and you lose momentum.

What if this script doesn't work for my specific situation?

Every prospect is different. Use these scripts as frameworks, not word-for-word responses. Adapt the language to match your industry, product, and the prospect's communication style. The underlying psychology remains the same.

How do I practice these responses effectively?

Role-play with a colleague or record yourself. Focus on tone and delivery—confidence matters as much as the words. Practice until it feels natural, not scripted. The goal is to internalize the framework, not memorize lines.

Can I combine this with other objection handling techniques?

Absolutely. These responses work well with techniques like the "Feel, Felt, Found" method or the "Boomerang" technique. Layer multiple approaches for complex objections, but keep it conversational—never sound like you're running through a checklist.

How many times should I try before moving on?

If you've addressed the same objection 2-3 times using different angles and they're still not budging, it's likely not a real objection—it's a polite way of saying no. Know when to pivot or disqualify the prospect to focus on better opportunities.

How to Masterfully Handle the "We're Already Working with Someone Else" Objection in Professional Services Sales

As a sales professional in management consulting or professional services, you've heard it countless times: "We're already working with another firm." This objection isn't just a roadblock—it's an opportunity to demonstrate your strategic value and differentiation.

Why This Objection Matters in Professional Services

In consulting, client relationships are everything. When a prospect tells you they're already engaged with another firm, they're not just saying "no" – they're revealing critical information about their current strategic priorities and potential gaps in their existing partnership.

The High-Stakes Landscape of Professional Services Sales

Firms like McKinsey, Bain, and Deloitte have conditioned clients to expect world-class strategic insights. Your job isn't just to overcome an objection—it's to position your firm as a superior strategic partner.

The 3-Step Framework for Handling Competitor Objections

Step 1: Acknowledge with Genuine Respect

Never attack the incumbent firm. Instead, demonstrate professional courtesy and intellectual curiosity.

Example Approach: "I completely understand. [Current Firm Name] has a strong reputation in the market. I'm always interested in learning about the strategic work they're doing with you."

Step 2: Strategically Reframe the Conversation

Transform the objection from a dead-end into an opportunity for deeper exploration.

Key Reframing Techniques:

Highlight complementary expertise

Uncover potential capability gaps

Demonstrate unique intellectual capital

Step 3: Ask Targeted, Insightful Questions

Your questions should reveal potential limitations in their current engagement and create space for your value proposition.

5 Powerful Response Variations for Professional Services Sales

Response 1: The Collaborative Positioning

"Our team at Strategic Insights Group often collaborates with other firms, bringing specialized expertise to complement existing work. Would you be open to exploring how we might add incremental value to your current initiatives?"

Response 2: The Capability Exploration

"Every consulting engagement has unique nuances. I'm curious – are there any specific strategic challenges where you feel your current partner might have limited depth?"

Response 3: The Benchmarking Approach

"We frequently work alongside other firms to provide third-party validation or comparative analysis. Would a complementary assessment be valuable to you?"

Response 4: The Expertise Validation

"Our recent work with [Similar Industry Client] revealed some emerging strategies that might be relevant to your current challenges. Would you be interested in a confidential insights briefing?"

Response 5: The Future-Focused Dialogue

"Strategic landscapes evolve rapidly. While your current partnership serves you today, we specialize in anticipating next-generation challenges. Would you be open to a forward-looking conversation?"

Critical Conversational Principles

What to Avoid

Directly criticizing the incumbent firm

Appearing desperate or aggressive

Making unsubstantiated claims

What to Emphasize

Your unique methodology

Specialized industry insights

Tangible past client outcomes

Intellectual rigor

Real-World Scenario: Breaking Through

Scenario: A mid-market technology company is working with a tier-2 consulting firm on digital transformation.

Strategic Sales Approach: 1. Acknowledge current engagement 2. Ask about specific transformation objectives 3. Share targeted insights demonstrating deeper expertise 4. Propose a complementary assessment

Psychological Dynamics at Play

Prospects aren't just buying services—they're purchasing:

Intellectual Capital

Strategic Perspective

Potential Competitive Advantage

Your sales approach must address these deeper motivations.

Measurement and Tracking

Pro Tip: Track these interactions systematically

Document reframing techniques

Note conversion rates

Refine your approach continuously

Closing Thoughts: Turning Objections into Opportunities

The "We're Already Working with Someone Else" objection isn't a rejection—it's an invitation to demonstrate superior strategic thinking.

Your Next Step

Want a custom competitor objection script tailored to your specific professional services offering? [Contact Strategic Insights Group for a complimentary consultation]

Remember: In professional services sales, your greatest competitive advantage is your ability to think and communicate with strategic precision.

How to Handle "We're Already Working with Someone Else" in Professional Services & Consulting Sales