The BLUinc Online Community
A place to share war stories and ask fellow
BLU Graduates for input.
Forum: Idea Exchange
Topic: Closing Encounters
Topic Posted by: ModeratorOrganization: Bottom Line Underwriters, Inc.
Date Posted: Fri Feb 13 23:32:20 EST 1998
Topic Description: This is where we share ideas on helping our customers to make the decision. How to make it easy for them to say 'Yes!' and hard for them to say 'No'.
Posted by: Trevor Hogan (hogans922@aol.com )
Organization:Motor City a division of Forest City Chevrolet
Date posted: Sun Nov 18 16:17:13 2001
Subject: Customer is too intelligent to listen to a "salesman"
Message:
I had a gentleman the other day that was in on a low rate buydown program we were running on used cars. The salesman was having a heck of a time gaining control of this guy because he was a math professor for 30 years and knew more that we will ever know(so he thought). I sent the salesman in on the first pencil and he wasn't getting anywhere with him. The salesman was one of my top producers and has been in the business for about 10 years. After a couple attempts at the close with no headway I decided it was time for a T.O. I went over to the closing table and introduced myself and he wouldn't take my card, I immediately saw the challenge I had encountered. I proceeded to explain that we were buying the rate down and that I didn't have the room in the deal to give him the discount he was looking for and the 0% apr on the deal. He kept interrupting me and didn't want to listen to this man half his age that I could tell he looked at as a kid. He proceeded to tell me that he was a math professor and had been for 30 years, thiking this was going to intimedate me, I think he was surprised when I looked him straight in the eyes and put my hand on his arm and said "then sir, YOU should understand what I am about to tell you" This did get his attention and I proceeded to explain the buydown and that it wasn't a rate offered by the bank, however we are paying his finance charges and showed him the savings over the 48 month term and got his approval, wrote the deal and spot delivered him.
| Billy the Kidd | Thu Feb 7 9:17:41 2002 |
Posted by: Ken Nix
Organization:Herzog-Meier VW
Date posted: Tue Jun 20 14:24:57 2000
Subject: Two Boats & a Helecopter
Message:
As requested: 2 boats and a helecopter
This close works very well with people who want to think about it, pray about it, or doesn't really believe they are there for a reason. Here goes.You tell your customer this story.
There was a man named Bob who had complete faith in the lord. One day Bob found himself and his family in the midst of a great flood. The water started to come into the house so he moved his family upstairs. Pretty soon, the sheriff came by in a boat and said "Jump in and I'll bring you to safety." "Oh, No!" said Bob The Lord will save us. So the sheriff left.
The water rose higher and he moved his family to the roof. A fireman came by in a boat and said,"Jump in and I'll bring you to safety." "Oh, No!" said Bob, The Lord will save us. which Bob's wife replied "You can drown if you want Bob but me and the kids are going with the fireman". So they said their goodbyes and left.
The water rose more and Bob had to climb upon the chimmney. Bob shouted "Lord I have the highest faith, I know you will save me." A few minutes later a the Sheriff came by again in a helecopter and said," Climb in Bob and we'll rescue you." Bob replied,"I don't need rescueing, The Lord will save me". So the sheriff left and Bob drown.
When Bob got to heaven he asked God, "Lord how could you let me die, I had the ultimate faith." God replied, "Bob, are you stupid? I sent two boats and a helecopter."
It's great to have faith, but if you're here now I might be your boat and your new car your helecopter.
Posted by: Mark Ruiz
Date posted: Sun Mar 5 12:12:43 EST 2000
Subject: I'm Waiting For My Money.
Message:
What do you tell someone that says they are waiting for insurance money or their tax return or something like that?
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| Shivey | Tue May 9 0:21:50 EDT 2000 | ||
| Jack Evans | Sun Feb 11 0:14:11 2001 | ||
| Jodi Hernandez | Sun Apr 7 21:10:52 2002 |
Posted by: Paul Savage
Date posted: Sun Jun 28 2:56:23 EDT 1998
Subject: Need My Husband
Message:
I recently had a customer tell me that she needed to talk with her husband before she could buy. This was after she had committed and we went through the negotiating process. What should I have told her?
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| joe cowles | Fri Jan 29 23:33:37 EST 1999 | ||
| Michael Hargrove | Sat Jan 30 0:00:32 EST 1999 | ||
| Chris Parra | Mon Oct 25 15:37:20 EDT 1999 | ||
| Kevin Carpenter | Sun Mar 9 7:58:09 2003 | ||
| Scott Kirkpatrick | Mon Aug 2 14:48:16 2004 |
Posted by: Chris Parra
Date posted: Mon Feb 16 5:56:36 EST 1998
Subject: Customer Doesn't Want A Closer.
Message:
I recently had a customer who refused to work with my team leader. She said she was treated rudely at a dealership right next door to us and was serious about leaving if I brought in someone else.
I told both my desk manager and team leader what was happening and they let me close this one myself. (I close a lot of my own deals now anyways).
Has anyone else had a similar experience? How could I have handled this
one differently?
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| Paul Savage | Tue Feb 17 18:30:45 EST 1998 | ||
| Joe cowles | Fri Jan 29 23:35:52 EST 1999 | ||
| Charles D | Sat Jan 1 11:29:11 2005 |
Posted by: Paul Savage
Date posted: Mon Feb 16 6:32:18 EST 1998
Subject: "I Have To Sell My Car Myself First."
Message:
What do you do when your customer tells you this after getting the first figure on their trade-in from the manager?
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| Steve Bobulsky | Mon Feb 16 8:03:31 EST 1998 | ||
| Michael Hargrove | Mon Feb 16 8:04:42 EST 1998 | ||
| David Sofi | Fri Apr 2 1:58:06 EST 1999 | ||
| Michael Hargrove | Fri Apr 2 12:14:53 EST 1999 | ||
| Ken Nix | Sun Jun 18 9:17:41 2000 | ||
| Chris Parra | Mon Jun 19 8:43:28 2000 | ||
| Joe Keekley | Sun Feb 24 19:24:39 2002 |
Bottom Line Underwriters, Inc.
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Copyright © 1998 by Bottom Line Underwriters, Inc.
