NetForum - Message Replies

Forum: Idea Exchange

Topic: Overcoming Objections

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?

Subject: " Don't need to drive it"
Reply Posted by: Joe Boyer (jboyer@ocslinl.com )
Organization: Niel Norton Cadillac-Pontiac
Date Posted: Thu Jul 29 21:25:47 EDT 1999
Message:
I had a customer on a new Deville Concours, an absolutely stunning car. He had also refused to drive the car. During negotiations, it was clear to me that he still hadn't taken emotional possession of the car. He objected to everything from the price to his trade value to the color to hold off the deal. The Caddy was on the showroom floor near us and I noticed he kept glancing at it when he thought I wasn't looking. At one point he thanked me for my time and started to collect his papers. I put all my notes back in my notebook and said, "Sir I'm sorry we can't earn your business today, but I would feel a lot better if you would at least go for a ride with me." Having disassociated the drive from the deal, he agreed and off we went. I didn't mention the deal again or say anything except to answer his questions. Once he got behind the wheel and felt the power of the 300 hp Northstar he looked like a kid a Christmas. As we got back out of the car, he turned to me and said, "Will a personal check be OK?" Needless to say, I'm a huge believer in test drives.

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