NetForum - Message Replies

Forum: Idea Exchange

Topic: Overcoming Objections

Posted by: Brian Tran (hoangvu07206@yahoo.com )
Organization:Ron Tonkin Nissan
Date posted: Tue Jan 21 20:04:00 2003
Subject: Overcome Objections
Message:
AS A SALESPERSON YOU WANT TO MAINTAIN a climate of concurrence by keeping the door open and figuring out ways to deal with any objection as it comes up. Listen carefully to whatever your prospect's objection may be. Your response should be positive, such as,"I'm glad you brought that up." The best way to approach an objection is to treat it as a request for more information. It is important to try to narrow down the issues that are holding your prospect back. The best salespeople view objections as an opportunity rather than a problem. Viewed is in this light, an objection present an oppportunity for you to work closely with your prospect to resolve a problem or difficult situation. Going through this type of experience toghether is a way to accelerate the process of bonding, building mutual trust, credibility, and respect. I hope this will help you in many way, Good luck !

Subject: I had a bad experience w/ your company
Reply Posted by: Chris Parra
Date Posted: Thu Aug 1 22:52:43 2002
Message:
Last time this happened to me I thanked them for giving us another chance at being their car company and then asked them, "For my clarification, what did we do or not do that made you unhappy?"

After they vented their complaint (one that couldn't be fixed now, too much time had passed) I assured them that I wouldn't let that happen to them again and that this time we'll take our time, go slow, and make sure everything's perfect BEFORE they decide to spend their money with us.

They loved my approach and it never came up again!

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