“We already use another solution”
The buyer has an incumbent tool and no replacement project. The rep has no approved battlecard.
We already use another solution.
Skill testedLearning the gap without a vendor comparison
Two briefs. Hand each sheet to one person only.
“We already use another solution”quotain.com/scenarios/already-use-another-solution-objection
Rep brief
Everything the seller may know before the call.
- Account context
- The buyer has an incumbent tool and no active replacement project. You do not have an approved vendor battlecard.
- What you know
- The buyer named the incumbent but gave no detail about results, gaps, contract timing, or users.
- What you need to learn
- What job the current setup handles, what remains hard, and whether a change is even being considered.
“We already use another solution”quotain.com/scenarios/already-use-another-solution-objection
Buyer brief Private
For the person playing the buyer. Keep the difficulty at guarded for the first attempt and the retry.
- Open with
- “We already use another solution.”
- What you may mean
- Choose one before the call: the current tool works, switching risk is high, you lack a reason to change, or the category is already funded elsewhere.
- Hidden fact
- Adoption of the current tool is uneven. Share it only if the rep asks about the current workflow.
- How to react
- If the rep claims superiority or criticizes the incumbent, close down.
- If the rep asks about the current workflow and decision criteria, describe what remains hard.
“We already use another solution”quotain.com/scenarios/already-use-another-solution-objection
Score the attempt. One row per pass criterion.
| Pass criterion | Met | Partly | Missed | Evidence (quote or timestamp) |
|---|---|---|---|---|
| Learns whether there is a real gap. | Met | Partly | Missed | Evidence |
| Makes no vendor comparison or unapproved claim about the incumbent. | Met | Partly | Missed | Evidence |
Also counts as a pass
- Ask about the current workflow and decision criteria
- Learn the contract or review window
- Identify a complementary use case
- Leave the account alone
Listen for
- Making an unapproved claim about the incumbent.
- Claiming feature superiority.
- Pushing for replacement without a buyer problem.
Debrief
- What job does the current tool do well?
- What did the rep learn about timing or gaps?
Retry
One retry goal
Live call to check it on
Next scenarios. Same skill area, a different buyer.
From the guide Objection Handling Roleplay: 7 Scenarios and a Scorecard, which covers how to run, score and retry these scenarios.
Practice this buyer with AI.
Quotain plays the buyer from this brief, holds the difficulty and scores every retry.