"I'm already working with someone" | OBJECTION in D2D Roofing Sales

You knock on the door and the homeowner answers with this rejection. We're already working with someone. We already have a roofer. We're already taken care of. Now what does that mean? Is it a smokescreen? Is it the homeowner going, trying to be nice? You know, like the people that say, hey, just leave your card if we're interested. These are the nice folks that just don't want to kick you off their doorstep and they're just rejecting you, they're shooing you away or are they telling you the truth? You never know. But after watching this video and implementing what I'm about to teach you, I'm going to be giving you one very simple, very powerful question to ask in response to the objection. I'm already working with someone to help you figure out, hey, opportunity is open and how to respond or I ain't going to waste my time here. I'm on to the next one. Right before we jump in, I want to say welcome and welcome back. My name is Adam Bensman, the roof strategist and everything I do here on the channel and the podcast is designed to help you and your, your team smash your income goals and give every customer an amazing experience. And to help you do that, I have a little something special happening here in November and it's our November giving sale. And as of filming today, by the way, November 9th, we have donated with this giving sale 5,500 meals. So the way it works is you get 50 to $250 off the product or program of your choice, from the marketing battle pack to the roofing sales success formula package for an individual rep or a team, you save money. We feed 100 to 500 people in your honor. So help us get to 20,000 meals. And if you simply just want to donate, if you're already a customer, please email me DM me. I'll get you a direct link. We are supporting a local branch of the Feeding America food bank system to provide meals to feed the hungry here through the holidays. All the details are available in the description, the video description again, theroofstrategist.com November so if you haven't yet jumped on board, I'd love to invite you, get you to 50 to 250 and we'll feed 100 to 500 people in your honor. Let's get to 20,000 people. Alright now let's get back to today's video. Thank you for that objection. I'm already working with someone. I told you, I'm going to be teaching you One simple question to help you figure out whether this is a truth. Because if it is the truth, we know, alright, they're working with someone. I'm not going to waste my time. I'm going to go ahead and move on. On the other hand, what if it is a smokescreen? What if it's the homeowner that's just trying to shoo you off your property? Off their property. Well, guess what, we have a sales opportunity. So in order to find this out, we are going to ask one very simple question. It is an open ended question. Because remember the difference between an open ended question and a close ended question. Closed ended is very simple. Open requires thought. They must reply. Closed is a no or a yes. So let's give you an example before I give you the question. A closed ended question. Did you enjoy your lunch today? Yes or no? Open ended question requires thought. What did you have for lunch today? Oh, I had a so and so, a burger, fries. And then I can ask a follow up question. And now we're in conversation. How was it? How was the service? Did you like it? Where did you go? How long was the wait? There's a million other ways to further the dialogue. So a close ended question. Think of it as like the conversation killer, like done. Right. So the reason we don't use these close ended questions at the door is, is it leads to easy and fast rejection. On the other hand, an open ended question requires the homeowner to think a little bit and to respond. So now you can engage in that conversation. So here is that one very powerful question that you're going to start asking every time you hear. I'm already working with someone. We already chose a roofer. We're already taken care of. No thank you. And it is this simple. When, okay, keyword when. This is how we start an open ended question. When doesn't mean yes or no. When requires thought. When did you sign? And that's all I'm going to write. When did you sign a contract or agreement with them? When did you sign it? What will happen is you are quickly going to find out if that homeowner was in fact being truthful. Meaning when did we sign it? By the way, I just have to prep you for one thing, some very severe rejection. Remember, we are in door to door sales. Not everyone likes the fact that we're there. If they tried to shoo you away and you said when did you sign an agreement with them? There's a very good chance that they say none of your business. Get off my Property and if that's the case, that's fine, move on and you're out and over it. Alright? We deal with rejection no matter what. But on the other hand, if they respond to you appropriately, we are going to have a course of action and I'm going to teach you the proper response. So if they say, when did you sign with them? And they start giving you the truth that they did not, or in fact, what I mean by the truth that they didn't is that they're lying to you, right? So if they're lying to you or deceiving you and say, when do you sign with them? And they say, you know what, we actually didn't sign anything yet. Now we have an in and an opportunity to present to the homeowner. You know, since you haven't signed any agreement with them yet, you still have the opportunity to choose a contractor that you like and that you trust. And I'd be more than happy to explain to you why we might be a good option. But first, and then we can go into our, into our questions of again, the slat form, the open ended question. But first, you know, where are you at in the process? When was the last time you had your roof inspected and routine maintenance conducted? So if they're lying, we have the green light to keep presenting. Meaning the deal has not been signed. Because remember, I teach this all the time. Don't go walk in yard signs. Don't go trying to poach. Oh, there's a yard sign. I can go try to steal that job from the next company. This is sleazy. It's slimy. Yes, people do it if you're doing it. Not my style, alright? I like to put my head on my pillow at night and feel confident and excited about how I serve people, how I engage in the world, the value I brought and living with honor and integrity and not trying to snake business and being a slime ball from other people. So if they did in fact not sign a deal with anyone and they were lying to you, this is an open opportunity for you to present using the description, the method I just shared with you. Now here's the only exception to the rule. Well, what happens if they did in fact sign a deal so they are telling the truth and they say something like, it was 60 days ago. Okay? So they say, hey, it was 60 days ago, it was 90 days ago. And then they might even say, but the last company. And remember the top three complaints of contractors. Number one is horrible communication. Okay? How many times have you heard a Homeowner say, hey, they promised to do this. I was waiting on an estimate. They said they would call the adjuster and never did. They said they'd show back up with a sample, they never did. So horrible communication number two took too long. Okay? All of a sudden we were on the books and then it got pushed, and then it got pushed, and then it got pushed. Or the third one is, it cost too much. Okay, so what I want to explain to a homeowner, if they say, hey, we signed something x, long ago, 30 days ago, seven days ago, yesterday, it is okay. And by the way, I am a very gentle salesperson in this respect because as I just told you, I don't want to steal jobs from other people. But at the same time, my mission is to help you smash your income goal and give every customer an amazing experience. And unfortunately, not every company actually cares about that amazing experience. But I know that you do. And if you're tuning in to this channel and using my material. So how we will respond is, Listen, Mr. Homeowner, I understand that you sign something and repeat back to them. You're seeing my ARO objection handling formula, which by the way is available through those packages on the November sale. Okay, we repeat back, hey, understand that you signed something 30 days ago, seven days ago, whatever it is. And then we reassure. Listen, I've been doing this for a long time and I understand that the top three complaints about roofing companies are horrible communication, it took too long, or it cost too much, or the price increase. Then we overcome by giving them a new perspective. So listen, should any of this ever happen to you, I'd be more than happy to chat through a few options with you and we can ask right now, Would you like to hear how we can help? And if they say, no, thank you, which is totally fine, then we just simply leave our card. We'll tell you what, should anything come up, I hope you are very well taken care of and have a great experience. If for any reason that doesn't happen, here's my information. I'd be honored to help. Alright, Again, being very, very polite. There's an appropriate way to be polite and honest versus pushy and aggressive. All right, this is the polite and honest time and again. Pushy and aggressive is not a style that I jive with, but it's different than persistent. Many people blur those lines. So we'll do a video on that later. The difference between being persistent and pushy. So at the same time, if they say, hey, you know what, we're open to it, we have three days to cancel or whatever. We're not happy, we're upset, say okay great, well I'd be more than happy to chat through some options with you. But first and then we slide again into that open ended question, where are you in the process? And remember we're asking that open ended question because we need to know is there no claim filed? Is it a retail replacement roof? Have they had partial payment from the insurance, A denial? A check in hand? Each one of these will be a different presentation and the value you bring to give that customer an amazing experience. So now you know the perfect way. The one question you need to ask when someone says I'm already working with someone we're taking care of, thank you is when did you sign an agreement or contract with them? You will then figure out if they are lying to you and the door is now open or if they're telling the truth. You can explain your desire for them to have an amazing experience. And at the top three complaints listed right here, horrible communication, took too long, cost too much and open the door to a further conversation. And what's the common theme of your follow up question after they respond when did you sign Before I share more, where are you in the process? We keep the open ended conversations going, allowing that customer to feed us the appropriate information so we can grab the right pitch to present. And in fact speaking of that, as this video is about to end, there's one video I really recommend you watch next and it's the seven pitches you must know. So once you get through this you ask where are they in the process? Boom. Watch this video right here, the seven pitches you must know and you're going to be able to respond like a pro. And if you haven't done it yet, click here to get a free copy of my pitch Like a Pro Roofing Sales Training video library sent to your inbox 100% free 240/ about 260Now videos organized by category for easy binging and easy training. I will see you on the next.