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Forum: Idea Exchange
Topic: Telephone Skills & Internet Business
Topic Posted by: Doug (ddoolin@juno.com )Organization: Lincoln Mercury of Olympia
Date Posted: Mon Aug 2 2:19:43 EDT 1999
Topic Description: I take no ups, only what I generate on the phone and through the Internet. Is there anyone else that would like to share ideas? What can can someone do to improve their telephone skills or the effectiveness of their Internet department/business?
Original Message:
Posted by: Duane Cruz
(dcruz@hinshawsacura.com
)
Organization:Hinshaw's Acura in Fife
Date posted: Mon Aug 2 15:01:12 EDT 1999
Subject: Internet Sales/ Phone Sales/ Ups
Message:
I have been finding that it's often difficult to manage the Internet, take phone calls, and then take ups. I do all three here. My major concern would be "how to sell them over the Internet". How can others not take ups and still be successful on the Internet?
Previous reply
Reply:
Subject: Internet Burn Out - appointments that show
Reply Posted by: Paul Savage
Date Posted: Mon Aug 2 15:04:36 2004
Message:
Melinda:
I found this here on this site and this technique works great for me. Good luck!
When pressed for pricing information, it works like this; we tell our prospect,
"Best prices, as I'm sure you know, are determined by the availability at the time you decide to do business. There are other variables too, of course, like time of the month, how readily the car can be replaced, what bank or manufacturer programs are in place at the time, condition of your present vehicle (if you're planning to sell it to the dealership), even the moods of everyone involved.
Whenever my Internet customers ask me for the 'Best price' what they're usually trying to do is narrow their choices down to the most competitive two or three stores. You know, those within $300, $400, $500 of each other. So what I'd be happy to do is give you our best non-negotiated price to help you narrow your choices too.
Now, some customers hate the negotiating process so much, that they just decide to pay whatever the lowest quote was that they received. Most, however, want to save the very last nickel they can and decide to come in to negotiate an even better deal, if possible, based on the current conditions I mentioned earlier.
I'd be happy to accommodate you either way. When you decide to come see me, I will eliminate the pressure and hassle of the traditional negotiating process. It's really very easy to do business here, as you will see.
I'll contact you within X amount of time to see which way you'd like to proceed."
I think you'll find you're setting more appointments this way than simply being evasive or simply quoting low gross prices. The "best non-negotiated price" you give them still needs to be competitive but don't sell yourself short. Many sales people report additional gross being generated by having the customer come in allowing them (the rep) to actually build value and rapport.
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