What should you ask if a prospect says they already have someone?

• A. Would you be open to considering new vendors?
• B. All good. How long have you been working with them? What made you choose them originally?
• C. How soon do you plan to decide?
• D. What is your budget?

Answer: (B)

When a prospect says they already have someone, the goal is to learn about their current relationship and what drove their original decision. Asking how long they’ve been working with that provider and what they saw in them in the first place opens up honest, non-threatening conversation about values, expectations, and outcomes.

This approach helps you uncover the criteria that mattered to them—things like reliability, results, support, or cost—and it reveals any gaps or dissatisfaction that you might address. Knowing how long they’ve been with the current vendor also hints at momentum, switching costs, and how likely they are to consider an alternative. By exploring the original reasons for selection, you gain insight into what they truly value, which lets you tailor your conversation to show how you can meet or exceed those needs.

Other questions in this situation can push too quickly into competing or pricing or timing, which can feel pushy or put the prospect on the defensive. Focusing on relationship history and decision factors keeps the tone collaborative and positions you to present meaningful value that aligns with what they cared about when they chose their current provider.