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Forum: Idea Exchange
Topic: The Phone shopper
Topic Posted by: John Kenny (jaykay501@hotmail.com )Date Posted: Thu Apr 15 0:42:55 2004
Topic Description: I am not sure what the best way to handle a phone shopper is. I work in a smaller yard, and completely handle the sale from start to finish. When i get a phone shopper who wants my best price over the phone, or wants a trade value, i normally help out and hope i'm a chance of getting the deal.But they rarely come good, and I'm thinking I've got little to lose by not giving the price at all. What do you guys and girls think??
Original Message:
Posted by: AMRIK
Date posted: Mon Sep 13 20:00:51 2004
Subject: THE PHONE SHOPPER
Message:
I AGREE 1000% WITH ALL WHO SAY THE PHONE SHOPPER IS TWICE AS LIKELY TO PURCHACE BEFORE THE FRESH UP. TO HANDLE THESE CUSTOMERS THE BEST AND EASIEST WAY IS YOU GOTTA ASK A FEW QUESTIONS, "WHAT KIND OF CAR WILL YOU BE TRADING?" THIS SINGLE QUESTION ALONE OPENS UP A MILLION OPPORTUNITIES TO SELL THE APPOINTMENT, OR STRONGLY STATE THE FACT THAT YOUR DEALERSHIP HAS NEVER LOST A DEAL OVER PRICE SO GET DOWN HERE AND WE'LL SHOW YOU WHY SO MANY PEOPLE BUY HERE. THERES TOO MANY TO LIST, BUT YOU REALLY BETTER START LOOKING INTO THEM SO YOU QUIT GIVING AWAY YOUR MONEY TO THE GUY DOWN THE STREET.
Previous reply
Reply:
Subject: phone skills
Reply Posted by: Michael Hargrove
(mhargrove@bluinc.com
)
Organization: My Success Company
Date Posted: Sun Oct 3 9:35:51 2004
Message:
That's true Wendy! Investing several hours a week to evolve your craft is what all true professionals do, no matter what field they are in. Your phone technique is also tried and true.
Everyone please remember, this Idea Exchange section is simply an open forum where sales pros across the country (internationally too, I suppose) can share their ideas and experiences. Nothing works all the time and no one thing will work for everbody. So don't expect to agree with everything you read here. Many of my clients tell me that the "bypass technique" that Wendy just shared with us(acknowledge, build a bridge, ask a control question) is becoming less and less effective because everyone uses it and customers are tired of it. I still teach it because pros like her still rely on it to regain control of the transaction, in this case the phone call.
So learn here (in the Idea Exchange) with a protective eye and sales maturity. Pick out what will work for you but be careful not to automatically dismiss something that, at first blush, seems to only work for someone else. You never know, the idea you disagree with just might be the angle your toolbox has been missing!!
And thanks Wendy for contributing.
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