An Eloan.com 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 Eloan.com.
This is an example of how to deal with the resistance statement, “We’re already working with someone else.”
You see, a question at this point is more appropriate than a statement.
A statement, or objection rebuttal about how good you are is argumentative. Not only does it attack someone’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 them talking about their situation, and ideally causes them to doubt their position. The doubt must first be there before they’ll change their mind.
Other examples would be,
“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 prices?”
“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, similar to “I’m already working with ABC Services.”
Then, use these questions, modify them, or come up with your own in order to get them to doubt their position.
After that, prepare for their possible answers, and your next questions.