"I'm already working with someone" can mean many things. It might mean the customer is deep in negotiations at a competitor. It might mean they had one casual conversation somewhere last week. It might even mean they're trying to politely end the call.

The BDC rep's job is to assess which situation they're in and respond appropriately.

Reading the Objection

Question to ask:

"Of course — I don't want to step on anything in progress. Can I ask how far along you are? Have you agreed on a vehicle and price, or are you still in the early stages?"

The answer tells you everything:

• "We've basically agreed on everything" → They're essentially done. Your job is to keep the relationship warm and offer to be their second option.
• "We've talked a few times" → They're not committed. There's room to earn the opportunity.
• "I just stopped in a few days ago" → They're barely started. This is an open opportunity.

Response: Not Far Along

"I appreciate you telling me. Since you're still in the early stages, I'd love the chance to earn your business — even just to make sure you have something to compare. We have [similar vehicle] and I think our team can put together a competitive offer. Would you be open to a quick 20-minute visit just to see our numbers? If we're not competitive, you've lost nothing."

Response: Deep in Negotiations

"It sounds like you're close — I respect that and I don't want to waste your time. Here's what I'd ask: if for any reason the deal doesn't come together the way you expect, give us a call before you sign somewhere else. I'd want to give you an opportunity."

Then send a follow-up text with your contact info and a brief note: "It was great speaking with you. If anything changes, I'd love the opportunity to help."

Response: Vague / Avoiding the Call

"Understood — I won't take much of your time. Can I just ask one quick question: is the vehicle you're looking at similar to what we have, or is there a specific reason you went to [competitor name] over us?"

This question sometimes surfaces a concern you can address. It also shows you're curious rather than pushy.

What Not to Do

Don't criticize the competitor or the salesperson they're working with. It sounds desperate and reflects poorly on your dealership.

Don't push hard on a customer who is clearly committed. The relationship survives; a hard sell in this moment doesn't.

FAQ

Should BDC reps try to actively pull customers from competitor negotiations? You can compete ethically — present your vehicle, your deal, and your experience clearly. You shouldn't trash competitors, promise things you can't deliver, or pressure someone into breaking a commitment they've made.

How do we handle this when the "other salesperson" is at our own dealership? Confirm internally before anything else. "Let me check on that for you — I want to make sure we're not creating any confusion." Then route appropriately.

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BDC reps who handle this objection professionally keep doors open. Train the measured, respectful response. DealSpeak includes BDC phone scenarios with this objection. Start a free trial.