How to handle: "We've always done it this way and it works for us."
Respect tradition while exploring innovation, then ask about changing market conditions so the conversation moves from "we've always done it this way" to the business outcome they actually care about.
What this objection really means
Loss aversion. Switching feels riskier than staying put, even when the current setup is leaking time and money. For "we've always done it this way" specifically, the underlying job is to respect tradition while exploring innovation before you say anything else — that one move usually reveals whether this is a genuine blocker or a reflex response.
Frequently Asked Questions
- What does "We've always done it this way and it works for us." really mean?
- Loss aversion. Switching feels riskier than staying put, even when the current setup is leaking time and money. In this specific case, the signal you're looking for is whether you've done step one: respect tradition while exploring innovation. If that's missing, the objection will keep resurfacing.
- What's the best framework for handling this objection?
- Use the Status Quo framework: Validate → Surface the hidden cost → Compare to the unrealised upside → Lower the switching risk. For "we've always done it this way" specifically, the move that matters most is to ask about changing market conditions before you discuss what competitors are doing.
- Should I respond immediately or ask a question first?
- Ask first. A useful opener here is: "When you say 'we've always done it this way', what's the specific thing driving that?" — it earns you the right to respond and prevents you from solving the wrong version of the objection.
- What's the single most common mistake reps make here?
- Attacking the current solution — it makes the buyer defend the past decision they own. Specifically on "we've always done it this way", reps tend to skip "respect tradition while exploring innovation" — which is the one move that turns the objection from a wall into a conversation.
- How should I follow up if the call ends with "we've always done it this way"?
- Send a short recap that mirrors their exact language, references one piece of proof (case study, benchmark, or customer quote), and proposes one specific, low-commitment next step with a date attached.
- Can I practice this objection with an AI buyer?
- Yes — LemCoach scenarios let you run a live roleplay where the AI prospect uses "We've always done it this way and it works for us." verbatim, then scores your response against the key points: Respect tradition while exploring innovation; Ask about changing market conditions; Discuss what competitors are doing.