Sometimes it's true. Often the buyer genuinely doesn't know, and the sentence works as a call-ender either way, because disputing it means questioning their judgment moments into a cold call.

The mistake is hearing it as a competitive situation. On a cold call it's a reflex, and a reflex carries no information about the tool, the contract, or how anyone feels about it. You have to ask for that.

Legitimize it first. “Makes sense, most teams I call have something” tells them you're not about to argue, which is the only thing that keeps the call alive past the sentence.

Then ask about the gap, not the tool: “What would have to break for you to look again?” or “What's the part it still doesn't cover?” Every incumbent leaves a remainder, and the remainder is your entire pitch surface.

Never compare features here. A cold call can't win a bake-off, and trying signals that you need them to be unhappy. You don't. You need them to be curious.

“We're under contract with someone.” Real information. Ask when it renews, log it, and be the first call they get that quarter.

“We built something internally.” The gap question still works. Internal tools freeze at version one; ask what's still on the wishlist for it.

“That's another team's thing.” A redirect, not a rejection. Ask who owns it and whether they'd make the intro.