NetForum - Message Replies

Forum: Idea Exchange

Topic: Overcoming Objections

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?

Subject: What's Your Best Price?
Reply Posted by: Keith Burnette (keithburnette@yahoo.com )
Organization: Nichols Dodge - Burlington, NC
Date Posted: Tue Dec 18 19:23:00 2001
Message:
I'm pretty new to auto sales, so I go to my manager for help, and a lot of this is from trial and error.Usually I find that there are a couple of ways I deal with this objection.
First, I say, " I'll be happy to get that price for you, but let's just make sure this vehicle has all the options you want, all right?" After that either I'll get a "yes", or they will restate their desire for price only.
Also, I try to bring them into my office for a write-up explaining that it's something my manager wants from every customer.
If they are completely adamant about not doing paperwork, I simply say come with me, and I go to the manager for the price. I explain in front of the customer that while my manager is getting the price, perhaps we can look at the vehicle.
I guess I'm trying to keep them on the "10 steps", yet sometimes you have to relinquish control to the customer while at the same time guiding them back on the road to the sale.
Lastly, I hope that made some sort of sense. By the way I'm looking for a good mentor in auto sales..so contact me at keithburnette@yahoo.com, any help would be appreciated.

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