Everything is fine, I am happy with what we do now, we do not need your help!

Have you noticed how satisfied with their existing supplier/solution all your prospects have suddenly become?

"We are very happy with the system we currently use, there is no reason to look at an alternative"

"Yes we already do that ourselves, we do not need any outside help"

You have to ask yourself the questions, "Is everyone happy, or is this the first objection I have to overcome?".

Experience tells me that in most cases it is the latter, as a colleague said to me "when the house is burning down around you, you are going to focus on your survival and not how you could improve the kitchen". This, I suspect, is the root cause of the sudden outbreak of satisfaction - heads down, don't rock the boat, no-one is going to fail because they stick with the status quo, etc.

So how can we overcome these.

1. Don't take the objection personally - clearly no-one can provide the service/product/solution as well as you.
2. Use this objection as an opportunity to find out why they are happy, how does their current solution deliver such an outstanding return. Be interested, "I would really like to understand what it is about your supplier you like so much, we are not perfect and it will help me understand how we could improve...."
3. Remember, people like to talk about themselves and I guarantee that in telling you what they like they will also tell you what they dislike.
4. Be bold, if you suspect that they are using the "we are happy" as a means of putting you off - ask them how they have measured the "happiness", is it a financial measure, a service level measure, a subjective measurement. Again this give you the opportunity to be benchmarked against that measure.
5. Be humble, "If you feel you are as effective as you can be then I congratulate you, there is clearly nothing I can do to help.......but if you think there is still room for improvement...."
6. Don't be put off - as Thomas Edison put it "genius is 1% inspiration and 99% perspiration". You should not give up at the first hurdle.

If you believe that every objection provides an opportunity to further the conversation, then any statement from the prospect that they are happy is purely an invitation to find out why. Don't miss out on this, ask them the question and let them talk. The worse that will happen is that the prospect will qualify themselves out, which is of course good as it will free up valuable sales time you might otherwise have wasted chasing an opportunity you could not win.