How to Handle:
“We have a different problem to solve”
The prospect is redirecting the conversation to a problem that differs from what you thought they had. This is a signal to pause and understand what they're actually dealing with before continuing your pitch.
Why Prospects Say This
This objection usually means one of three things: (1) You misidentified their pain point, (2) They have a bigger problem they're focused on, or (3) They're using it to redirect a conversation they want to end. Understanding which scenario you're in determines your next move.
Best Responses
The Pivot and Probe
“That's really helpful to know. Tell me more about the problem you're actually focused on. What does it look like day-to-day, and what impact is it having?”
Why It Works
Shows flexibility and genuine interest in their actual needs.
Best For
Discovery conversations, genuine misunderstanding of their needs
The Connection Finder
“I appreciate you sharing that. Sometimes problems that seem different are actually connected. Can you tell me more about [their stated problem]? I'm curious if what we do might address the underlying issue even if the surface problem looks different.”
Why It Works
Looks for connections without being pushy. Often uncovers related needs.
Best For
Solutions with broad applicability, underlying platform plays
The Honest Assessment
“Thanks for being direct. Let me ask: is the problem you're focused on something you'd want help with? If it's outside our wheelhouse, I can point you in the right direction. What specifically are you trying to solve?”
Why It Works
Shows integrity and customer focus. Sometimes leads to referrals or future opportunities.
Best For
Building long-term relationships, when the fit genuinely isn't there
The Qualification Question
“Got it. Would it be helpful if we focused our conversation on that problem instead? Or is it something you're handling through other means? I want to make sure we're spending time on what actually matters to you.”
Why It Works
Respects their time and focus. Qualifies whether there's an opportunity at all.
Best For
Determining if there's any fit or if it's time to move on
Do's and Don'ts
Do This
- Stop and listen—understand what problem they actually have
- Look for connections between their stated problem and your solution
- Be willing to pivot the conversation to their actual needs
- Qualify whether you can help with their real problem
- Be honest if there's no fit—it builds trust for future opportunities
Don't Do This
- Keep pushing your original agenda when they've told you it doesn't fit
- Pretend your solution solves problems it doesn't
- Dismiss their stated problem as less important than yours
- Get defensive or frustrated when redirected
- Miss the opportunity to learn about new use cases or market needs
Follow-up Questions to Ask
“Tell me more about the problem you're actually focused on.”
“What impact is that problem having on your team or business?”
“How are you currently addressing that issue?”
“Is there any connection between that problem and what we've been discussing?”
“What would solving that problem unlock for you?”
Industry-Specific Variations
“We're more focused on customer retention than acquisition right now.”
“Retention is critical—acquiring a new customer costs 5-7x retaining one. Tell me more about your retention challenges. Is it onboarding, engagement, or something else? There might be overlap with what we do.”
“Our bigger issue is staffing, not the process you're describing.”
“Staffing challenges are affecting every health system right now. Can you tell me more about it? Sometimes process improvements reduce the burden on staff and help with retention. But I want to understand your specific situation first.”
“Our main issue is supply chain, not production.”
“Supply chain has been brutal for manufacturers. What specifically are you struggling with—visibility, delays, cost increases? Some of our customers found that better production visibility actually helped them navigate supply chain uncertainty.”
Pro Tips
- When prospects redirect to a different problem, it's often a gift—they're telling you what they actually care about. Listen.
- Flexibility is key. If your solution can address their actual problem differently than you positioned it, pivot.
- Sometimes 'we have a different problem' means 'I don't want to continue this conversation.' Probe gently to understand which scenario you're in.
- Document the problems you hear about that you don't solve. It's market research that can inform product development.
- If there's no fit today, ask if you can check back when their focus shifts. Problems and priorities change.
Tired of Handling Objections?
Let us handle the prospecting and objections for you. We book qualified meetings with decision-makers who are ready to talk - no cold call rejections.
Get Qualified Meetings