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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:
Subject: Bier
Reply Posted by: David
(dbier1958@yahoo.com
)Alan Webb Auto Group
Date Posted: Wed Aug 15 10:15:46 2007
Message:
We all recognize the importance of allowing our customer to move fom the logical state to the emotional state. Often times one of the natural steps is the Demonstration, and yet with that said it is not required. Although old school may disagree and state differently. It really depends upon your set of tie down-tag ons skill sets.
Prior to entering into negotiations it is critical to get several agreements from the customer if he/she does not want to drive the vehicle that they would like to eventually own.
For example
Aren't you looking forward to driving your new vehicle home in lieu of your current vehicle
Isn't it going to be incredible to enjoy the latest technology and safety features?
Wasn't that last demonstration ride with the vehicle of your choice great?
You must get a yes on questions similar above in order to move forward.
These fall back Tie downs should be used only if you cannt use others to get a drive?
Most often we do not get a drive as we do not have enough readily available skill sets and or fall bak positions.
Perhaps we could say "wouldn't it be reassuring to first drive the vehicle and then move forward?
Perhaps we could say "Wouldn't it be beneficial to take a few moments now to drive the vehicle and ensure one last time that this is your vehicle of choice?
perhaps we could say "haven't you benefited yourself in the past by driving and then purchasing?
Neither way is right and neither way is wrong the end results will be dictated based upon your skill sets and willingness to learn.
Bottom Line Underwriters, Inc.
Toll Free: 1-888-My Success
Fax: (503) 638-0602
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E-mail: editor@bluinc.com
Copyright © 1998 by Bottom Line Underwriters, Inc.
