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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 6:36:23 EST 1998
Subject: "I Need To Shop Other Places First."
Message:
Let's hear how you handle this objection.
Previous reply
Reply:
Subject: i need to shop some more
Reply Posted by: Paul Savage
Date Posted: Thu Nov 4 12:27:43 EST 1999
Message:
This one I heard from Michael Hargrove and works only if I've done a good job demonstrating to my customer that my car fits their particular wants and needs.
I ask them, "Ms. Jones, have you ever lost your keys?" They usually look very puzzled at this question and I often have to ask it again. They eventually say yes.
Then I say, "And you search your entire house right? I mean you look under pillows and under furniture, you go from room to room until you finally find them right?" and I wait for them to say yes.
Then I ask them, "Well, after you find them, do you keep on looking?" When they say of course not, I ask them, "What are we doing now?" Then I follow this up quickly with something like, "C'mon inside, and I'll show you just how EASY it is to do business with us."
He says nothing works all the time, well this one hasn't failed me yet!
Next reply
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Copyright © 1998 by Bottom Line Underwriters, Inc.
