Giulio Segantini on Overcoming the ‘We Have Someone’ Objection in Sales

In a recent LinkedIn post, Giulio Segantini tackles a common sales objection head-on: the dreaded “We have someone.” Segantini argues that many sales representatives misinterpret this phrase as a definitive rejection, leading to self-doubt and lost opportunities. He highlights that over 69% of reps experience this doubt, often internalizing the objection with phrases like, “It means they’re not interested” or “They’re probably better than us.” Segantini’s core message is that this common objection is not an insurmountable barrier.

Challenging the Interpretation of ‘We Have Someone’

Segantini’s post challenges the conventional wisdom surrounding the “we have someone” objection. He asserts that this statement does not inherently mean the prospect is completely satisfied with their current vendor or unwilling to explore alternatives. To illustrate his point about the nature of persuasion, Segantini uses a provocative analogy:

“If even Megan Fox couldn’t keep her man loyal… You can persuade a VP to try a new tool.”

This analogy, while unconventional, serves to underscore his belief in the power of persuasion, suggesting that if complex personal relationships can be swayed, so too can business decisions. The key, according to Segantini, lies not in pushing the prospect, but in facilitating their own decision-making process.

The Art of Facilitating Prospect Decisions

A central theme in Segantini’s analysis is the principle that true persuasion comes from within the prospect. He states unequivocally:

“You cannot push them. It needs to come from them. Nobody gets talked into anything. But they can talk themselves into it.”

Segantini advocates for a consultative approach where the salesperson acts as a facilitator, guiding the prospect through a thought process that leads them to their own conclusions. This involves asking the right questions – questions that prompt genuine reflection and uncover underlying needs or dissatisfaction with the status quo.

The Power of Inescapable Questions

The effectiveness of this approach hinges on the quality of the questions asked. Segantini emphasizes that these are not just any questions, but rather “questions that get them thinking.” While he teases that he has five “inescapable questions” (though not fully detailed in the provided excerpt), the underlying principle is clear: skilled questioning can unlock a prospect’s willingness to consider new solutions. The objective is to move beyond the initial objection and uncover the deeper motivations and potential pain points that the prospect may not initially articulate.

Shifting the Sales Conversation

Segantini’s insights suggest a fundamental shift in how sales professionals should approach the “we have someone” scenario. Instead of viewing it as a dead end, it should be seen as an invitation to a deeper conversation. By reframing the objection and employing strategic questioning, sales leaders can empower prospects to arrive at their own decision to explore new options. As Segantini poses the crucial question to his audience:

“What’s your first line after ‘we have someone’?”

This question prompts sales professionals to reflect on their own reactive strategies and consider adopting a more proactive, facilitative approach that aligns with Segantini’s philosophy of enabling prospects to persuade themselves.