"We already have financing"
The situation
The most common answer you will hear. "We already have financing." "We use somebody." "We're good."
What it actually means
This is not a bad answer — it's a good one. They already believe financing matters, so you skip the hardest part of the sale. They're defending their calendar, not their lender.
How it sounds
We already have financing.
That makes sense — most contractors we speak with already have something in place. Who are you using?
We've been with the same company for a couple of years.
Got it. What happens when a customer doesn't qualify with them?
"What happens when a customer doesn't qualify?" It makes them picture the jobs they lost. Now Valido is relevant.
- — "Okay, thank you" — call over.
- — "Valido is better" — now you're arguing with a stranger.
The three answers, and where each takes you
The coverage gap — the easiest call you'll get.
“That's exactly what we fix. When your lender says no, the application keeps moving instead of stopping.”
They're already juggling.
“So your team re-keys the application each time? That's the part we automate. How much time does that cost you per deal?”
Either true, or they never see it — usually the second.
“Fair — do your reps ever mention a customer who was approved but didn't like the payment? That one's usually invisible until someone counts it.”