Rebuttal for “We are happy with our current processor.”

Here is a quick rebuttal for the objection, “We are happy with our current processor.”

Prospect:  “We use XYZ company, and we are happy with them.”
Me:  “Now is that a local company or one of the big corporate processors?  Do they have someone local who services your account?”
Prospect:  “I think it is a big company.”
Me:  “Let me ask you one question, and I will let you go.  Let’s say you were purchasing XYZ (something of which the prospect’s business type would purchase a lot) from Walmart and were happy with the product.  However, a local vendor came in and said, ‘I think I can get you a better price for the same quality product as you are currently purchasing at Walmart.’   Would you at least let that vendor give you an estimate to support our local small business community?”
Prospect:  “Yes, I would.”
Me:  “That is all I am asking for today.  You are using a big processing company, but I am a local business owner.  I actually think I can beat their price and provide you with better service since I am local.  Would you at least allow me to give you a free cost comparison?”

Thanks!
James Shepherd

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