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Forum: Idea Exchange
Topic: Closing Encounters
Topic Posted by: ModeratorOrganization: Bottom Line Underwriters, Inc.
Date Posted: Fri Feb 13 23:32:20 EST 1998
Topic Description: This is where we share ideas on helping our customers to make the decision. How to make it easy for them to say 'Yes!' and hard for them to say 'No'.
Original Message:
Posted by: Paul Savage
Date posted: Mon Feb 16 6:32:18 EST 1998
Subject: "I Have To Sell My Car Myself First."
Message:
What do you do when your customer tells you this after getting the first figure on their trade-in from the manager?
Reply:
Steve Bobulsky
Subject: sell trade myself
Reply Posted by: (stevebob@teleport.com
)
Date Posted: Mon Feb 16 8:03:31 EST 1998
Message:
Seems like the best thing to do is to start asking questions.
The customer is trying to reassert control- he either a)feels like if he balks, you'll sharpen your pencil, or b)is getting cold feet now that the realities of depreciation are setting in concretely.
Ask him what advantages he sees to selling his own trade first. Agree with the good parts of their idea, and then show them how, in the long run, they're going to spend a lot of time and effort for a very small absolute dollar return.
Get the customer back on track by contrasting the "long sad march" of selling their rig to the "joy that could be theirs within a few hours" by allowing you to take all that grief off their shoulders.
Heck... spot deliver! ;-)
Next reply
Bottom Line Underwriters, Inc.
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Fax: (503) 638-0602
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E-mail: editor@bluinc.com
Copyright © 1998 by Bottom Line Underwriters, Inc.
