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Forum: Idea Exchange
Topic: How Do I Deal With A 2nd Baseman
Topic Posted by: ken bates (kenb@puyallupnissan.com )Organization: puyallup nissan
Date Posted: Wed Jun 5 14:38:34 2002
Topic Description: i am open to all ideas on how to deal with folks that bring their "expert" along shopping and have them stepping in and out of closing situations! they tend to get me off kilter a bit. to whom do you address the hurdling of the objection... the customer or the second baseman!
Previous message
Posted by: Randy Brooks
Organization:Toyota of Olympia
Date posted: Mon Jun 17 17:14:27 2002
Subject: 2nd Baseman
Message:
Use what you can from the 2nd baseman and smoothly adjust their thinking if it wanders out of line. Don't tell them, control with questions, sort of work harder on them until they step back saying, well, I'm really not the one you need to convince, they will then allow you to get to work. If they are way, way out of line you must flatter them to wherever you need them to be, almost to an unbelievable level. At the same time look through them to your customer without getting stuck in the middle. Don't turn your back on them to prevent them from exchanging exaggerated glances or comments that are destructive to your process. Never ever get adversarial. If necessary, split the deal with another salesman and use him to work the 2nd baseman away from you while you work the customer. Coordinate your approach better than they do and you'll win.
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