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: That's not enough for my trade
Reply Posted by: Mike Newby
(mbnewby@msn.com
)
Organization: Jennings Chevrolet
Date Posted: Tue Apr 3 9:05:29 2007
Message:
When a customer wants more for his trade than the original offer allows I ask him to sell me his trade. We then do a walk around and drive his car. He is quick to point out the good things and the obvious dents, dings and scratches. Also he starts to remember that he needs brakes and other services as well. Almost always if a customer has a dent I ask if he collected on his insurances and the answer is almost always yes. When we do this two things happen. The customer can save face at your dealership and accept less for his car. We can also save face and allow more for his if it warrants it. Thanks for reading.
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.
