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Forum: Idea Exchange
Topic: Overcoming Objections
Topic Posted by: ModeratorOrganization: Bottom Line Underwriters, Inc.
Date Posted: Fri Feb 13 23:35:50 EST 1998
Topic Description: Here's where we share ideas on how to overcome the objections we all face day to day. Include the common ones, the tough ones, the rare ones, and the bizarre.
Original Message:
Posted by: Paul Savage
Date posted: Mon Feb 16 6:40:52 EST 1998
Subject: "Don't Need To Drive It."
Message:
What do you do when your customer tells you they've already driven it somewhere else and refuse to take a demo ride?
Previous reply
Reply:
Chris Parra
Subject: no need to drive
Reply Posted by:
Date Posted: Sun Feb 15 18:47:25 EST 1998
Message:
I know you were probably joking, Snuffy, but sometimes the customer really IS ready to buy and just wants to get the thing over with!
I'd still make every effort to have them drive it first, not only to interject an emotional element to the sale but also to help them be sure this is the right vehicle for them.
One way, Paul, is to suggest that because the car has got X amount of miles already on it, that we just make sure everything is okay with it before we commit to owning this particular car.
Another way is to wait until your manager is appraising their trade and say something like, "As long as they are looking at your old car and we have a few minutes to kill, lets take your new one out for a spin!"
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