“We already have something in place.”
Why they say it. It is the fastest reflex to end an unsolicited conversation, and it is usually true at a surface level. It rarely means they are happy, just that change has not been worth the effort yet.
Do not: Do not immediately attack their current setup or list everything you do better, which signals you did not listen and triggers defensiveness.
Totally expected, almost everyone we work with already had something when we first talked. The reason they kept talking to us was not a feature gap, it was that one specific job their current setup kept making harder than it should be. Out of curiosity, if there were one thing you wish your current approach handled more cleanly, what would it be?
Then ask. When was the last time you actually pressure tested whether what you have is still the best fit, or has it just been running on autopilot?