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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?
Previous reply
Reply:
Alberto
Subject: what's your best price?
Reply Posted by:
Date Posted: Tue Feb 17 18:18:45 EST 1998
Message:
My approach on this one is a bit unconventional and frank, and most customers and sales managers are surprised that I use it, but for me it has worked out great. Remember what I said about trying to read the customer right a way, and with this question, you really need to read the customer right away. I actually like this question, because it makes you know right a way whether you have a real buyer or a real jack (excuse my french, but some customers are real jacks, and I know all you car salespeople out there agree with me). I ask the customer right a way if this car is the right car for them. If they say yes, then I ask them if they would like to buy it for the right price. If they say yes, then I say, well, let's go find out, and then you have awrite up. If they answer anything different to the questions above, then you really don't have a serious buyer, and may be you need to find another car for them, or need to build more rapport. A lot of times if I have a real difficult customer with such question, I tell them frankly "There is no such thing as our best price. Our job as a dealer is to sell the car for as high as possible to make as much profit as possible, and that's why we're in business, and your job as a consumer is to try to buy the car for the lowest price possible. Ideally, we would like to sell it for the asking price, and that's really our best price, but it may not be your best price, so you tell me what's your best price, and I'll do my best to get it for you", and the tables are turned around, and now they have to give me their offer, which is a write up.
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Bottom Line Underwriters, Inc.
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