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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: lion mccoy
(lionmccoy@yahoo.com
)
Organization:santa monica mitsubishi
Date posted: Mon Mar 15 12:50:42 2004
Subject: Side Airbags
Message:
customer drives up from orange county to see our used PT cruiser(about a 1 1/2 hour drive).cust. says car is for his daughter and it must have side airbags. our PT cruiser is w/out side airbags. oh yeah she only wants a PT cruiser
and she could careless if it has side airbags or not.
Reply:
Subject: Side Airbags
Reply Posted by: Michael Hargrove
(mhargrove@bluinc.com
)
Organization: My Success Company
Date Posted: Mon Mar 15 18:44:33 2004
Message:
First be forewarned, Lion, you may not be expecting (or like very much) what I'm about to suggest.
First, I'd clarify why this dad is so convinced his daughter's car needs side air bags. I wouldn't tell him that she'll probably never need them, that somehow he made it through life without side air bags, that there's no hard evidence that side air bags offer any more protection than non-side air bag cars, etc. None of that, I'd just listen.
I wouldn't try to sway him one way or another at all, I'd just want to see if it is a real need in his mind.
If it is, I'd mention to him that his daughter doesn't seem to care one way or another. But I'd also acknowledge that at her age, she may not be considering everything that a father needs to consider.
If side air bags are still a major concern of his, I'd discourage him from buying this particular PT Cruiser. I may suggest allowing me to search for a PT Cruiser that has side air bags (if they even come that way), or I'd suggest something else I may have available. But at this point, this PT Cruiser won't fit his needs or my need to satisfy him.
I don't believe, and certainly would never suggest, that this father should put my commission before his daughter's safety (however HE defines "safety"). I'd get him something that works for him or move on to the next customer.
Money is easy to make, Lion, especially here in America. There are plenty of sales to be made or lost in the future. But once we compromise our integrity, it stays compromised.
That's my first instinct, for what's it's worth.
Bottom Line Underwriters, Inc.
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