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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.
Previous reply
Reply:
Subject: 2nd basemen
Reply Posted by: Chuck Lucas
Organization: Brewer Chrysler
Date Posted: Sat Jan 18 18:10:31 2003
Message:
This is how I handle this situation. I'll inform the 2nd baseman that here at(dealership name) we have a great helper
prgram. Let me tell you about it. I know your here to help
and i appretiate you be here. For your assistance today we are going to pay you $100. You get the money when they buy the car. If they don't buy one today you don't get your $100. Believe me the 2nd baseman will be on your side from this point on. Treat it like a birddog or referal fee.
Try it.
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