The BLUinc Online Community
A place to share war stories and ask fellow
BLU Graduates for input.
NetForum - Message Replies
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:
Ken Nix
Subject: Dealing W/2nd baseman-thin ice
Reply Posted by: (ken.nix@mail.com
)
Organization: Beaverton Honda
Date Posted: Fri Mar 12 6:29:34 2004
Message:
WOW! I think you are really treading on thin ice on this one. This could backfire very easily. I have been at Beaverton Honda for over three years, last month I sold new cars, AGAIN, to 5 customers I had sold previously in the last three years. These people would not have purchased a second vehicle from me if they thought my practices were questionable. We already have a scumbag stereotype. Please don't make it worse by trying to bribe someone. I worked at a small dealership once and watched a manager offer the second baseman $500.oo, we lost the deal...... and the customer for life. That one customer probably cost the dealership tens of thousands of dollars in profit. Thousands just because he would never be back, ten times whatever that number is, on friends and relatives that they knew. Learn this lesson please..... people that are unhappy have VERY BIG MOUTHS.... Ever heard the phrase,"misery loves company"? They are looking for alot of company when they are ticked off. I believe that being confrontational also doesn't work. i.e. are you going to be making the payment? I suggest being attentive to both parties, be firm but not threatening, Ask QUESTIONS... why do you think that? what are you basing that on? How much crack DID you smoke before you got here?!?!!??? just kidding. Understand your customers needs by asking questions and you never know what you might find. There might just be a sale hidden under that sheet of paper on the desk. Good Luck to everyone,
Ken "TEX" Nix
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.
