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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: Chris Parra
Date posted: Mon Feb 16 5:56:36 EST 1998
Subject: Customer Doesn't Want A Closer.
Message:
I recently had a customer who refused to work with my team leader. She said she was treated rudely at a dealership right next door to us and was serious about leaving if I brought in someone else.
I told both my desk manager and team leader what was happening and they let me close this one myself. (I close a lot of my own deals now anyways).
Has anyone else had a similar experience? How could I have handled this one differently?
Previous reply
Reply:
Subject: ...if you really need the turn
Reply Posted by: Charles D
Organization: Lithia
Date Posted: Sat Jan 1 11:29:11 2005
Message:
This is a perfect opportunity to get a bump or a turn.
Just say "In order to get close to your offer, I am going need some help getting it approved by my manager. I think (closer's name) can help us with what you are trying to do."
The customer can now either offer your more money, or accept that you will need help fighting for their deal, and see the "closer" as an ally instead of an enemy.
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.
