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06/16/2026
"We Already Have a Vendor" Might Be the Best Thing You Hear All Day
Source: Bill Farquharson, June 15 2026
"We Already Have a Vendor" Might Be the Best Thing You Hear All Day
Good morning!
You're going to hear it. Guaranteed.
You'll be one sentence into your pitch and the prospect will say, "We already have a vendor, thanks."
Most new salespeople treat that like a stop sign. It's not. It's a speed bump.
Think about it: if a company is actively looking for a new supplier, one of two things is true. Either you got incredibly lucky, or more likely, they're a bad client hunting for a new victim.
Neither is ideal.
The best accounts, the ones worth pursuing, almost always have an existing vendor relationship.
But know this: The number one reason companies switch vendors isn't price or quality. It's because they feel forgotten by their existing vendor.
Two things here: First, that's your opening. Second, what have you done for your customers lately?
Your job as a salesperson is to never let that happen with your accounts and to use that truth to get your foot in the door with new ones.
Plant the seed of doubt. Offer a fresh perspective. Tell them it costs nothing to listen.
They have a vendor? That's not an objection. That's welcome news!
The Sales Vault, created by Bill Farquharson, is a subscription-based resource and sales community featuring a calendar packed with live workshops, on-demand sales courses, peer-to-peer discussion groups, and 35+ years of sales training content all searchable by sales challenge. Think of it as a sales conference where the seminars and workshops, full of instantly applicable ideas, are ongoing and more programs are added constantly.
The Sales Vault is available on a monthly subscription basis, normally at a no-brainer monthly price of $45/participant, but… GMA members can take advantage of an exclusive offer: FREE membership for 30 days followed by a discounted monthly subscription price of just $40/participant.
Bill has been a friend of GMA for many years and is, no doubt, known to our members as a top sales trainer and content creator for the graphic arts.
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