How to Handle:
“Our current process works fine”
When prospects say their current process works, they're often defending a familiar but suboptimal system. The challenge is helping them see the gap between 'working' and 'optimal.'
Why Prospects Say This
They've invested time in building their current process. Change feels risky and disruptive. They may not know what 'better' looks like. Sometimes it's a brush-off to avoid evaluating new options.
Best Responses
The Cost of Good Enough
“I hear you—it's working, which is a testament to your team's effort. But 'working' and 'optimal' are different things. What if I could show you how similar companies have cut [time/cost/effort] by 40%? Worth a quick look?”
Why It Works
Acknowledges their success while introducing the concept of opportunity cost.
Best For
Prospects who haven't considered alternatives recently
The Future State Question
“That's great it's working now. But let me ask: will it still work when you're 2x or 3x your current size? A lot of companies we work with felt the same way until growth exposed the cracks.”
Why It Works
Shifts perspective from present to future needs.
Best For
Growth-stage companies
The Curiosity Probe
“That's fair. Out of curiosity, what does 'works fine' mean for your team? Like, how much time does [specific task] take, and is that acceptable to you?”
Why It Works
Gets them to examine their process more closely.
Best For
Discovering hidden pain points
Do's and Don'ts
Do This
- Acknowledge their current process isn't broken
- Shift focus from 'working' to 'optimal'
- Use metrics and benchmarks from similar companies
- Ask about future scale and growth plans
Don't Do This
- Criticize their current process directly
- Assume they'll be impressed by features
- Push too hard if there's genuinely no pain
- Ignore legitimate satisfaction with status quo
Follow-up Questions to Ask
“What does 'works fine' look like in terms of time and resources?”
“How will your current process handle double the volume?”
“What would make you want to change if not now?”
“How does your process compare to industry benchmarks?”
Industry-Specific Variations
“Our process has worked for years”
“That's impressive longevity. What's interesting is that many long-standing processes were designed for different constraints—pre-cloud, pre-automation. Would it be valuable to see what's possible now versus 5 years ago?”
“We're too small to need anything fancy”
“Actually, smaller teams often benefit most—you have less margin for wasted time. If I could give your team back 5 hours a week, what would you do with that time?”
Pro Tips
- Benchmark data from their industry is powerful—'similar companies see X'
- Focus on opportunity cost rather than criticizing their process
- Sometimes the best move is to plant a seed and follow up later
- 'Works fine' often means 'we've accepted suboptimal as normal'
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