(Bundle Up Your Sales Pitch) Strategies to Answer “Do You Already Have X?” in a Compelling Manner

Many salespeople have faced situations where a customer asks, “Do you already have [product]?” This can feel like an immediate dead-end—but it doesn't have to be! With a strategic approach, you can turn this question into an opportunity to demonstrate your sales prowess. Let's look at a technique that can help you handle such queries effectively.

Understanding the Objective

The interviewer—or in this case, the customer—wants to assess your sales skills, creativity, and ability to identify customer needs. When you structure your response to align with these objectives, you can turn the tables and turn a possible loss into a win.

Highlighting the Benefits

Instead of focusing on the product itself, concentrate on the unique benefits that your stapler (or any product) can offer. For example:

Quality: Emphasize the material quality, durability, and safety features of your stapler. Highlight how these aspects set your product apart. Efficiency: Explain how your stapler can save time and increase the productivity of your customer's team. Mention any special features that could streamline their work process.

Identifying Needs

Ask questions to uncover any additional needs that your current product does not meet. This shows your willingness to listen and find a solution that truly works for the customer:

Example: “Do you find that your current stapler sometimes causes issues when dealing with thicker documents or materials?”

Create a Sense of Urgency

Suggest that the stapler you are selling offers features that their current stapler lacks. This creates a sense of urgency and shows the customer why your product is worth considering:

Example: “Our staplers are equipped with a patented anti-jamming mechanism that ensures smoother operation, even with heavy-duty paper. Is this something you've encountered before?”

Use a Story or Example

Share a relatable scenario where having an additional stapler could be beneficial. This makes your pitch more compelling and memorable:

Example: “I remember a scenario where we had a busy printing session, and the stapler kept jamming. As a result, we had to halt operations and waste time fixing it. Our new staplers have been exceptionally reliable, and our team has never experienced such issues.”

Close with a Strong Statement

Reinforce your pitch by summarizing the value you are offering:

Example: “In summary, our staplers not only match the quality and reliability of your current one but also offer superior features that can save you time and enhance productivity. Is that something you're open to exploring further?”

A Case Study: Handling the “Do You Already Have a Stapler?” Question

Consider the scenario where a customer asks about having a stapler from your company, Document Manager Inc. Here's how you can handle it:

Step-by-Step Response

1. Acknowledge and Thank the Customer: Say, “Thank you for your honesty and for sharing that. That’s great to hear.”

2. Ask Questions to Uncover Needs: “Can you tell me a bit about how you've been using the stapler? Are there any specific features that you're particularly fond of?”

3. Highlight Benefits: “Do you find that your current stapler sometimes causes issues with thicker documents or materials? Our recent models are equipped with a patented anti-jamming mechanism that provides smoother operation, even with tougher papers.”

4. Share a Relatable Scenario: “Interestingly, in a similar situation, a busy office faced constant jams with their staplers. They eventually upgraded to our models, and the productivity increase was significant.”

5. Reinforce Value: “In summary, our staplers are not just as reliable but also more efficient, and our manufacturing plant uses the same high standards as before. Is there any chance we could explore these benefits further?”

6. Transition to Other Products: “While we’re discussing staplers, I noticed you might be interested in expanding your stationery supply. We recently added notebooks, pens, and other items, all manufactured in the same facility.”

7. Engagement: “Do you know that our products are often gifted to children by parents who want to support their education and organization skills? Would you like to see our gift packs?”

8. Final Pitch: “Take a look at our retail gifting pack for kids, which includes a stapler and other essentials. These packs are not only functional but also make thoughtful gifts.”

By adopting these strategies, you can address the “Do you already have X?” question in a constructive manner, turning it into a dialogue that showcases your sales skills and aligns with customer needs.