How to Handle the ‘Your Competitors Have Been Around Longer’ Sales Objection

Longevity in the market can feel like a safety net. When a prospect says, “Your competitors have been around longer,” they’re really thinking:

• Are you experienced enough to handle our needs?
• Can I trust you the same way I trust a well-known brand?
• What makes you different, and why should I take a chance on you?

It’s not about dismissing the competition—it’s about helping them see why newer doesn’t mean riskier and how innovation, customer focus, and results matter just as much (if not more) than history.

How to Respond with Confidence and Credibility

1. Acknowledge Their Concern & Keep It Light

Experience matters, and it’s okay to recognize that—without making it a deal-breaker.

Example:
"That’s totally fair. Some of our competitors have been around for a while, and they’ve done some great things. At the same time, companies like yours are choosing us because we bring a fresh approach that’s solving today’s challenges in a way older solutions weren’t built for. Would it help if I shared how we compare?"

GPT Prompt:

Generate a response that acknowledges the competitor’s longevity while highlighting why a newer company offers unique advantages.

2. Flip the Script—Innovation vs. Legacy

Older companies often carry baggage—outdated tech, slower support, or rigid processes. A newer company is often more adaptable and built for today’s needs.

Example:
"Totally get that. The thing about companies that have been around for decades is that they often built their solutions for a different era. We designed ours with modern teams in mind, which means faster innovation, better user experience, and more flexibility. That’s why companies like [Client A] made the switch. Want to see how we stack up?"

GPT Prompt:

Create a response that reframes the conversation from longevity to innovation and adaptability.

3. Show Proof—Why Other Companies Took the Leap

Trust builds when they see others like them making the same decision.

Example:
"I hear you. A lot of our customers had the same concern before working with us. One company in your industry was hesitant at first but ended up choosing us because we delivered [specific benefit] faster and more efficiently than their previous provider. Would it be helpful if I shared their experience?"

GPT Prompt:

Craft a response that uses a customer success story to show why choosing a newer company isn’t a risk.

4. Highlight Customer Experience Over Reputation

Being around longer doesn’t always mean better—it often means bigger and harder to adapt.

Example:
"One thing our customers tell us they love is that we’re not just another vendor—we’re a partner. Unlike bigger, older companies, we can move faster, listen to feedback, and adapt to your needs. Have you ever run into slow response times or rigid processes with bigger vendors?"

GPT Prompt:

Generate a response that positions a newer company as more agile and customer-focused than established competitors.

5. Offer a No-Risk Way to Test It Out

If they’re unsure, let them experience the difference firsthand.

Example:
"I get that trying something new feels like a leap. How about we set up a quick trial or demo so you can see how this actually works for your team—before making a commitment?"

GPT Prompt:

Create a response that offers a low-risk way for the prospect to compare solutions.

Cheat Sheet for Handling ‘Your Competitors Have Been Around Longer’

Final Thoughts

A long history isn’t always an advantage. Instead of getting stuck in a comparison battle, help them see why newer can actually be better.

• Acknowledge their concern—it’s a fair one
• Show how newer companies move faster and innovate more freely
• Provide real proof that others like them have made the switch
• Highlight the flexibility, responsiveness, and customer focus they’ll get
• Give them a no-risk way to experience the difference

Being new doesn’t mean being unproven—it means being built for today’s challenges.

How DocketAI Can Help

DocketAI helps sales teams confidently position themselves against long-standing competitors. With real-time case studies, competitive insights, and ROI-driven messaging, you can show why being newer makes you stronger.

🎯 See how it works—Book a demo today!