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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: Sun Jun 28 2:56:23 EDT 1998
Subject: Need My Husband
Message:
I recently had a customer tell me that she needed to talk with her husband before she could buy. This was after she had committed and we went through the negotiating process. What should I have told her?
Previous reply
Reply:
Subject: I need my husband
Reply Posted by: Kevin Carpenter
Date Posted: Sun Mar 9 7:58:09 2003
Message:
Try this too,
"I need to know something and please feel free to answer me honestly, okay? Are you bringing your husband into the equation to simply stall this process?" If she says she is, then I ask her, "What concerns you still? Is something wrong with the car that's making you unsure? Is it something with either the dealership or me? Or is it something to do with the financial arrangements?"
This way I can flush out the real objection.
Next reply
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.
