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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: Joe Boyer
(jboyer@ocslink.com
)
Organization:Neil Norton Cadillac/Pontiac
Date posted: Wed Jun 30 3:37:24 EDT 1999
Subject: "I Was Offered More For My Trade At..."
Message:
When discussing trade-in value, the customer frequently acts offended and says "XXX across town already offered me (unrealistic amount) more than that!" or "If I can't get (unrealistic amount) for my car, there's no deal." Any suggestions would be appreciated. Joe Boyer
Reply:
Subject: I was offered more for my trade at...
Reply Posted by: Paul Savage
Date Posted: Sun Jul 4 12:59:51 EDT 1999
Message:
One way to handle this is to point out to your customer what the cash difference is. That's the price of the new car less the trade in value. Many times dealers will show more for the trade in value by selling the new car for more. Pointing out to your customer what the cash difference is will flush out that tatic.
Another thing you can do is ask the customer why they chose not to do business with the other dealer they are referring to. Maybe that reason is worth the differnce in trade in value. Maybe not, but you'll never know unless you ask.
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