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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:
Ben Phillips
Subject: I have to think about it/sleep on it.
Reply Posted by:
Organization: Tom Ricci's Rental Car Sales USA, Warwick, RI
Date Posted: Wed Jul 7 0:37:43 EDT 1999
Message:
A good way to handle this one:
Well, Mr/Ms. customer, let me ask you a question.
On a scale of 1 to 10, 1 being that you wouldn't take this car from me if I offered it to you for free and 10 being that there is no way in hell that you will leave this place unless it is in the vehicle; where do you stand in your readiness to purchase this vehicle?
Listen to their answer. If it is a really low number you have a lot of work to do. Maybe you have them on the wrong vehicle, or you missed an important need or want and need to requalify them.
Ask them: What can I do to get that number to a ten?
Sometimes it could be as little as getting tinted windows or mag wheels, maybe they assumed it wasn't available because it hadn't come up in the conversation.
Next reply
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