The BLUinc Online Community
A place to share war stories and ask fellow
BLU Graduates for input.
Forum: Idea Exchange
Topic: Amazing Sales Stories
Topic Posted by: ModeratorOrganization: Bottom Line Underwriters, Inc.
Date Posted: Fri Feb 13 20:33:42 EST 1998
Topic Description: 'You won't believe this...' Tell us about your favorite sales transactions, closing stories and odd-ball deals.
Previous message
Posted by: Randy May (rmay@dickscountrydodge.com )
Organization:Dick's Country Chrysler Jeep Dodge
Date posted: Sun Oct 7 11:22:36 2007
Subject: Makes you just want to hit someone, doesn't it?
Message:
I took a turn from a salesperson one time. The customer had chosen a vehicle and even test driven but would not commit to buy now and was actually leaving. She was a middle aged single woman with her whole family in tow including kids, grandkids and some others too. After taking the turn I began to ask questions and explorer her frustration and what was holding up her ability buy now and it ended up being a general frustration with the negotiations and the inside paperwork process and her discomfort with that process and her lack of confidence and control in it. In recapping that frustration my agreement statement went something like this, "I understand, it sounds like this is one those things that can make you just want to slap somebody" She grinned at finally being understood and heartily agreed. Attempting to employee a pattern interrupt by shock, I leaned forward a bit, jutted my chin out and said, "then just slap me". She did! She slapped the *%&# of out of me. Quickly deciding that I now had two ways to respond, I eliminated punching her in the mouth and instead asked in as confident of voice as I could while not having any idea what she might do next, "Did that make you feel better?" She said "Yes." with a big smile. I quickly smiled and said "Great, lets get this wrapped up." I put my arm around her shoulder and the rest of the family, who had been watching quietly, followed us in and she bought the van. I still use the agreement statement of "It makes you want to hit or slap somebody." I stop there now. I have never asked the other question again in my 10 year career here.
Following message
Bottom Line Underwriters, Inc.
Toll Free: 1-888-My Success
Fax: (503) 638-0602
P.O. Box 1218
Lake Oswego, OR 97035
E-mail: editor@bluinc.com
Copyright © 1998 by Bottom Line Underwriters, Inc.
