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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: Michael Hargrove
(mhargrove@bluinc.com
)
Date posted: Mon Feb 16 6:37:59 EST 1998
Subject: "What's Your Best Price?"
Message:
What do you guys (or gals) do with this one?
Reply:
John Robison
Subject: what's your best price?
Reply Posted by: (jdrobison@aol.com
)
Organization: Training Matters
Date Posted: Tue Feb 17 18:17:58 EST 1998
Message:
This person is trying desperately to feel in control. Your only prayer is to let them know that they are in control and to get them to slow down and begin to open up. The only sure fire way to do that is to get them talking. The problem here is that if you try to ask them questions they fight you and re-assert their agenda. "I don't want to answer your questions I just want your best price!" We therefore have to get their permission to do an interview. They have to see you as willing and able to help. They also need to recognize that the questions you're going to ask are for them not you! The following phrase acknowledges their agenda and gets permission to do the interview.
"Fine I can help with that. And in order to get you the very best price do you mind if I ask you some questions?"
Expect them to say "no" that's a reflex response and one that makes them feel in control. Follow their response with wide open questions that are pertinent to a best price.
"Tell me about exactly what you're looking for?" How open are you to various colors?" "What's your time frame?" "How do you plan to purchase the...?"
Even though they typically are standing at a specific car and pointing at it, usually that car isn't the precise car they're looking for. Time frame, purchase options and limitations all effect a "best price" . Again the only way you can truly help them is to get them to talk.
The acknowlegement and permission step is critical prior to asking the questions.
Always be sure to include their agenda in your acknowlegement. If they say "best price" you should say "best price". Be careful not to say: Fine I can help you with that BUT.... " But" is an eraser word it implys that you can help but you won't! Use the word "and" instead
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