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The real problem isn’t that prospects are truly 100% satisfied—it’s that “happy” is subjective and relative.
As one sales expert puts it, if you compared your prospect’s current happiness to how they would feel finding $10 million in cash today, wouldn’t that make them happier?
The truth is that 60% of customers say “no” four times before ever saying “yes,” and 80% of sales require five follow-up calls to close.
Yet 48% of salespeople give up without making even a single follow-up attempt.
The “I’m happy with my current solution” response isn’t actually an objection—it’s a situation you should expect and prepare for.
Nearly every business already uses someone for the product or service you’re offering. If they were completely unhappy, they would have already done something about it. So instead of seeing this as a rejection, see it as the beginning of a conversation.
