The BLUinc Online Community
A place to share war stories and ask fellow
BLU Graduates for input.
NetForum - Message Replies
Forum: Idea Exchange
Topic: Be Back Percentage
Topic Posted by: Joe Boyer (jboyer@ocslink.com )Organization: Neil Norton Cadillac/Pontiac
Date Posted: Wed Jul 14 23:13:12 EDT 1999
Topic Description: As a new salesperson, I would very much appreciate any hints for increasing my be back ratio.
Original Message:
Posted by: Joel
(oneprice@gte.net
)
Organization:Winner Lincoln Mercury
Date posted: Fri Jul 16 11:21:56 EDT 1999
Subject: Be-back
Message:
Quote "When you can present your own ideas clearly, specifically, visually and most important, contextually--
in the context of a deep understanding of another person's paradigms and concerns--you significantly increase the credibility of your ideas."
Follow up and continue establishing rapport and building value
Reply:
Subject: be-back
Reply Posted by: D'Ann
Date Posted: Mon Sep 11 11:28:36 2000
Message:
This advice has been around forever...which lends it excellent credibility! "When you can see through John Jones eyes, you will sell what John Jones buys." That includes comprehending the reasons your prospect says they'll "be back" so that, if necessary, you can sell them exactly that...coming back!
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.
