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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: I need to think about it
Reply Posted by: Dave Sofi
(davesofi@bigfoot.com
)
Organization: Quaid Imports VW/Nissan
Date Posted: Fri Jul 23 10:53:21 EDT 1999
Message:
I'm new, 7 months, but what is working well for me is: "Thank you for giving this serious consideration. Tell me, what is it you need to think about? Is it the Safety?...Is it the acceleration?...Is it the... finally, please level with me, is it the monthly payments?" Having reviewed the key benefits, gotton a lot of yeses, we usually come down to the real objection. And their mindset has become more positive, because they have answered yes to all the key benefits. Doesn't always work, but my percentages on closing these folks has doubled.
Next reply
Bottom Line Underwriters, Inc.
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Copyright © 1998 by Bottom Line Underwriters, Inc.
