2 min lesson
"We already use Copilot" is an opener, not a wall
Use "'We already use Copilot' is an opener, not a wall" to tell the two cases apart, then say what tips the choice.
Step 1 of 3
"We already use Copilot" is an opener, not a wall
When a prospect names a competitor, that is information, not rejection. The worst move is to argue. The best is to get curious about what's working and where it isn't.
Interactive diagram. Tab through its regions; each focused region shows its detail in the panel below.
diagram: compare
Same line, two reactions - one closes the door, one opens discovery.