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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: Randy May
(dickscountrydodge@yahoo.com
)
Organization:Dicks Country Dodge
Date posted: Thu Aug 1 23:08:31 2002
Subject: It Is Too Expensive
Message:
I used the following idea to deal with a possible payment objection.
Based on my clients transportation needs she had chosen a Dodge Caravan. Based on her negative equity position and monthly budget and current incentives we had only one that would fit. It did not have all the equipment she wanted. We then chose one she liked better. Still on the lot she said to me, "This one is too exspensive, it won't fit my budget" I responded, "Because it has more equipment than the other one, it will be more. Let me show you the options I can and you decide which one fits in your budget better." I recapped, re-committed and we preceded inside to finish the purchase. Leaving her feeling in control of her purchase erased her objections and allowed us to get on with it.
Reply:
Subject: Too exspensive
Reply Posted by: Joe Parker
(basesloadedtraining@yahoo.com
)
Organization: bases loaded training
Date Posted: Mon Feb 3 7:55:16 2003
Message:
This is an excellent way to deal with this specific situation. This situation is common and ALL salespeople will be faced with this more than once in their carrer.Excellent job Randy. Randy overcame the objection while avoiding confrontation.This result is a "win,win" situation for Randy as well as the customer. Randy took control of the deal as soon as the opportunity for the customer to let Randy be the professional presented itself.
Remeber if the payment is the problem check with the sales manger to see if there are any lease promotions on a new vehicle that could work in this situation.
Bottom Line Underwriters, Inc.
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E-mail: editor@bluinc.com
Copyright © 1998 by Bottom Line Underwriters, Inc.
