NetForum - Message Replies

Forum: Idea Exchange

Topic: Overcoming Objections

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

Subject: "I Was Offered More For My Trade At..."
Reply Posted by: Randy May (dickscountrydodge@yahoo.com )
Organization: Dick's Country Dodge
Date Posted: Sun Sep 2 14:59:23 2001
Message:
I have used a very simple approach before that went similar to this.....I understand sir. I know you have gotten some information from other people. We are here and you have picked out this car and I want to earn your business based on what I can do for you. (I have stopped here and I have embellished it as follows, both have worked) ...Your purchase is a package of decisions such as the price you pay for ours, what you can sell yours for and the best financing I can find for you and even down to what type of service you receive after you have purchased your vehicle. If I can offer you a package that fits your needs, your budget and makes sense to you, can I earn your business on this vehicle right now?

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