What it usually means
They think a general AI tool covers it, or they're testing one now. Underneath is a fair question: why pay for this?
What to say
Makes sense, a lot of teams are trying that. What have you had it do so far, and where did it fall short?
Replace anything in brackets with your own words before you say it.
Why it works
Respecting the experiment means they don't have to defend it. Asking where it fell short lets them find the gap themselves, which persuades better than any argument you could make.
Other ways prospects say it
- “We'll just use AI for that.”
- “Claude can do that for us.”
- “Our team uses AI tools now.”
Same reflex, same response. Type any version into the Objection Lookup to check.
If they push back again
If they're happy with the tool, ask what it's not doing yet. The gap they name is your opening, and you never have to argue against AI.
The pattern behind every objection
Acknowledge it with something short and human, ask one question about what sits behind it, then propose a small next step with two options, or exit cleanly. Handle each objection once, never argue it, and log every one so you can see where your message or your list is weak.