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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!
Original Message:
Posted by: Rick Fuller
Date posted: Thu Jun 6 12:09:46 2002
Subject: Dealing w/ 2nd basemen
Message:
First I establish who the buyer is and what role is the 2nd baseman playing. I ask, "Who is the new car is for?" and then I ask the 2nd baseman, "Are you here to help?" When they say yes, I ask, "Are you going to be helping with the down payment, the monthly payments, or are you just here to make sure they are treated fairly?" When the 2nd baseman says "fairly" (and they usually do) I say, "Good! Then if either one of you has a question or idea, or if either one of you are uneasy with anything at all, please don't hesitate to speak up. It's important to me that both of you are comfortable with doing business with us. Fair enough?"
This way, the 2nd baseman can start out on my side too instead of having to protect their friend from me.
Reply:
Subject: 2nd baseman
Reply Posted by: Sean
(lastmort@hotmail.com
)
Organization: Dick's Country Dodge
Date Posted: Mon Nov 18 19:26:27 2002
Message:
I've found that you have to build rapport with the "helper" as well as the buyer. The word track mentioned prior is a good way to break the ice. Hopefully you've done your qualifing well enough to know who's who. Try to get the "helper" involved in the product presentation; folding the seats, opening the hood, playing with the stereo. You get the idea.
When it comes to the actual negotiating you have to let them know that your here for their interest but your also your not a non-profit organization. By all means don't be confrontational with them. If they don't give you the opportunity, and are confrontational with you ask them "what they would do if they were you?" Ask them for ideas to make the deal work. You have to be careful with your tone and body language. I've actually gotten two car deals with the second baseman. The most important thing is building the rapport, if they like you they won't torture you as bad.(Hopefully)
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