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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 6:35:23 EST 1998
Subject: "I Have To Think About It."
Message:
I'd like to read about all the different ways this one is handled.
Previous reply
Reply:
Subject: must think
Reply Posted by: Eugene Karasyk
Date Posted: Mon Jun 3 21:00:28 2002
Message:
What Greg just shared with us I first learned as the "3 Ps".
Whether you take 1 day, 1 week, or 1 month, it comes down to the same three things with all of my customers. We call them the 3 Ps.
The first P is the product. Is it the wrong color? Is it missing any equipment? Is there anything you don't like about the car? (If "No", then move on to the next stage)
Then maybe it's the second P. That's the people aspect. Do you not like the dealership? Is it the service hours that is turning you off? Is it me? (If "No", then move on to the last stage)
Then it's got to be the third P. Which is either Price or the Payments. Which one is it?
Same technique, different approach.
Thanks Greg!
Bottom Line Underwriters, Inc.
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Copyright © 1998 by Bottom Line Underwriters, Inc.
