A TV commercial showed a real estate agent asking her new homebuyer customers, “So, have you shopped for your mortgage yet?”
The wife responded, “Yes, we have a mortgage broker.”
The agent’s response: “Oh. How do you know he’s getting you the best deal?”
The husband and wife look at each other and sheepishly confess, “Uh … we don’t.”
Then, of course, the agent goes on to explain the benefits of his service.
This is an example of a clever way to deal with the resistance statement, “We’re already working with someone else.”
What was different about the real estate agent’s approach? He used a question, and a question is more appropriate to combat this objection than a statement.
You see, a statement about how good you are is argumentative in this circumstance. Not only does it attack your prospect’s choice and belief — which is fruitless — it doesn’t address the process someone must go through in order to change their mind.
A question gets the buyer talking about their situation, and ideally causes them to doubt their position. And the doubt must first be there before they’ll change their mind.
Here are some other examples of questions to use when you hear “I’m already buying from someone:”
- “I see. How often do you review your service?”
- “How did you select them initially?”
- “What do you do to ensure you’re getting the best price?”
- “What type of evaluation process do you go through to be sure you’re getting the best service available?”
- “What do you do to keep up with the other latest innovations in that area?”
Think of the exact resistance statements you hear along the lines of “I’m already working with ABC Services.” Then use these questions, modify them, or come up with your own in order to get your prospect to doubt their position.
After that, prepare for their possible answers, and your next questions.
Editor’s note: This post originally appeared on Smart Calling Online and is republished here with permission.