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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: Shop...
Reply Posted by: Tom Fohr
(tom4@zinggmotors.com
)
Organization: Zingg Auto Group
Date Posted: Tue Jul 11 10:50:23 2006
Message:
I use the same thing Paul does but turn it more into a story...
"Mr. Customer, Have you ever been getting ready to go somewhere, you got the car all packed up ready to go, you get to your car and relize you lost your keys. You go back into your house and you find your keys in the first spot you look. Do you keep looking for your keys? Of course not! Mr. Customer, your keys are right here! (hold up the keys of the car you just demo'd) Now, lets go ahead and wrap this thing up and send you home in your new car! (Reach as if you are grabbing paperwork, you have always got to assume the close worked. It will show confidece and the customer is less likely to resist.)
This close also works when the customer says, "Well this is the first place I have looked. I got to shop around."
Bottom Line Underwriters, Inc.
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Copyright © 1998 by Bottom Line Underwriters, Inc.
