NetForum - Message Replies

Forum: Idea Exchange

Topic: Overcoming Objections

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.

Michael Hargrove Subject: the "Alternative No Close" above
Reply Posted by: (mhargrove@bluinc.com )Bottom Line Underwriters, Inc.
Date Posted: Fri Jul 23 13:50:17 EDT 1999
Message:
Many of you probably recognize what Dave has offered up here as the tried and true "Alternative No Close", where all the questions are asked in a way that the "Nos" actually become "Yesses" (and as Dave reported gets them in a more positive mindset).

When we ask, "What do you need to think about? Is it the Safety?" They respond "No" if the safety issue is okay. When we ask, "Is it the acceleration?" If it's okay, they respond with a "No, that's fine". The theory goes that since the customer is already in the defensive mode and more prone to say "No" anyway, why not ask questions in a way that makes each "No" a "Yes"? It's simply a way to walk our customer through the thought process and help to make it easier for them to make the decision, hopefully on the side of buying today. At the very least we help our customer narrow it down to a tangible objection (hopefully a workable one) or no reason at all to wait.

Good job Dave and thanks for sharing it!

Bottom Line Underwriters, Inc.
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