How to Handle "We've Tried This Before and It Didn't Work" in Manufacturing & Industrial Sales

Every industrial sales rep knows that sinking feeling when a potential client drops the dreaded objection that can kill a deal faster than a precision laser cutter. You've got the solution, the data, and the expertise – but they're stuck in the past, burned by previous failed attempts.

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Why Manufacturing Prospects Say "We've Tried This Before and It Didn't Work"

In the manufacturing world, skepticism isn't just a defense mechanism – it's survival. These are professionals who've seen countless sales pitches promise the moon and deliver nothing but expensive disappointment. Each failed technology implementation or underperforming solution represents real money, potential production downtime, and career risk.

The Real Reasons Behind This Objection:

• Fear of wasting significant capital expenditure

• Previous negative experiences with similar solutions

• Deep-seated organizational trauma from past technological failures

• Complex approval processes that punish risky decisions

• High stakes of manufacturing technology investments

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The Wrong Way to Respond (That Most Reps Do)

Most sales reps crumble when they hear this objection. They become defensive, start explaining, or worse – try to argue with the prospect's experience.

Don't:

• ❌ Argue that their previous experience was invalid

• ❌ Immediately launch into a technical pitch

• ❌ Minimize their past challenges

• ❌ Get emotional or frustrated

• ❌ Try to bulldoze past their concerns

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The 3-Step Framework That Actually Works

Step 1: Acknowledge Without Agreeing

Your first move is to validate their experience without accepting their conclusion. In manufacturing, this means showing you understand the complexity and risk.

Example Response:

"I completely understand. In industrial automation, one failed implementation can cost hundreds of thousands in lost productivity. What specifically didn't work in your previous attempt?"

Step 2: Reframe the Conversation

Shift from defending a solution to diagnosing their specific challenge. Manufacturing professionals respect systematic problem-solving.

Example Response:

"Let's take a step back. Instead of me telling you why our solution is different, walk me through exactly what went wrong last time. I want to understand the precise pain points."

Step 3: Ask a Diagnostic Question

Questions are your precision instrument. They reveal hidden information and demonstrate your commitment to their success.

Power Questions to Ask:

• "What metrics were you hoping to improve that didn't happen?"

• "If you could redesign that previous solution, what would you change?"

• "What specific capabilities were missing from your last implementation?"

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Real-World Example: Precision Parts Co.

When Precision Parts Co. faced a potential automation upgrade, their operations manager immediately cited a failed robotics implementation from three years prior. A skilled sales rep didn't just push past the objection – he used it as an opportunity.

What Happened: By asking detailed questions, the rep discovered the previous solution was poorly integrated and lacked customization. He then mapped out a tailored implementation strategy that addressed those exact concerns.

Key Takeaway: The objection wasn't a roadblock – it was a detailed map to winning the deal.

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Industry-Specific Considerations for Manufacturing & Industrial

Manufacturing technology decisions are marathon negotiations, not sprint sales. Understanding the ecosystem is crucial.

• Production Downtime Risk: Manufacturers calculate potential losses in minutes of halted production

• Average Deal Size ($150,000): Requires multiple stakeholder approvals and extensive due diligence

• Typical Objection Triggers: Previous vendor promises, complex integration challenges, ROI uncertainty

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5 Variations You Can Use Tomorrow

Variation 1: The Empathy Reframe "I hear you. Technological disappointments in manufacturing aren't just frustrating – they're expensive."

Variation 2: The Social Proof Angle "I understand your skepticism. Let me share how we've specifically solved similar challenges for companies like Siemens and GE."

Variation 3: The Risk Reversal "What if I could guarantee our implementation with zero upfront risk to your production lines?"

Variation 4: The Future-Pace "Imagine having a solution that not only works but transforms your current limitations into competitive advantages."

Variation 5: The Direct Challenge "Most companies would accept past failures. Are you ready to approach this differently?"

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Common Follow-Up Objections (And How to Handle Them)

"We're not ready to change right now" → Respond by highlighting the opportunity cost of waiting and potential competitive disadvantages.

"Your solution seems too complex" → Break down implementation into clear, manageable phases with specific milestones.

"The price seems high" → Reframe the conversation around total cost of ownership and potential productivity gains.

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The Bottom Line

Handling the "We've tried this before" objection isn't about winning an argument – it's about demonstrating understanding, expertise, and a commitment to solving their specific challenges.

Quick Win: Record your next sales conversation and analyze how you currently handle this objection. Identify where you can implement these strategies.

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Posted by ScriptFly AI Team