The BLUinc Online Community
A place to share war stories and ask fellow
BLU Graduates for input.
NetForum - Message Replies
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
Previous reply
Reply:
Subject: A Car Salesman That Give Real Car Salesmen A Bad Rap!
Reply Posted by: Elliott
(elliotarwood@netzero.net
)A Corvette World
Date Posted: Fri Apr 18 21:45:33 2003
Message:
Get a load of this! things like this is what great salesmen have to overcome and win the customers trust,
and then we will have earned their business for years to come.
If someone like you pulled a stunt like this on smart or any buyers they would walk out and tell the whole town what a crook you are, or they would think you were just plain dumb, I go for the latter! >>>
Randy Brooks Reply To Joe >>Do not do your customers like this Joe>>>Wait slightly for a response, they'll say sure, and then get right back in there and start scribbling all over your dealership paper. Don't use a calculator, comment that I'm just not a human calculator but don't let them take over, keep getting little agreements but keep them off track enough that they cannot catch up, lead them all over the paper. Make kind of umm and uhhhum noises like you know just how it works. Wait for them to say, oh I see and explain aha, there it is see, even though we show you only $$ on the paper you really are getting $$ and then tick off about twenty reasons they don't want to sell it themselves like, (you're letting potential Ted Bundy types in your home.),cost of detailing, getting any necessary work done at retail prices, they also want to wheel and deal, you lose the tax advantage, explain about dealer financings convenience to the next owner. In short just bury them but keep roping them into agreement as you go. Then smoothly lead them from the...........
Next reply
Bottom Line Underwriters, Inc.
Toll Free: 1-888-My Success
Fax: (503) 638-0602
P.O. Box 1218
Lake Oswego, OR 97035
E-mail: editor@bluinc.com
Copyright © 1998 by Bottom Line Underwriters, Inc.
