The BLUinc Online Community
A place to share war stories and ask fellow
BLU Graduates for input.
NetForum - Message Replies
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 have to think about it
Reply Posted by: bobby
(Bnavarrete55@hotmail.com
)
Date Posted: Thu Jan 24 2:27:54 2002
Message:
Your going to get this alot. A good idea is to ask "Think about what?" First, try to pull out the real objection. Alot of times the customer is just stalling. Ask them "If THREE weeks is enough time?" Most will say that they just need one day. You can then reply: "The reason I'm asking you is because if I gave you one day, one week or one month, there are only THREE questions you need to think about. Number one - "Do you like the car?" Write down "CAR" while you are asking them, then write a big "YES" next to it when they respond. Number two - "Can you afford it?" Write down a dollar sign "$" or the word "AFFORD", then a big "YES" after their response. And the last question Mr/Mrs Customer, you would need to think about is the easiest one to decide on. "Am I?" or "Is this dealership," the person or place that you would like to do buisness with?" Write down a Bigger "YES" and stick your hand out to shake theirs. You need to watch and listen selectively to the customer. You can also use this to bring out the real objection. Hopefully you have them on the right vehicle. If not, you'll find out by question ONE. Re-land them and start over. BUDGET would be the next objection from question TWO regarding "Can you afford it?" Somtimes the customer will say, "Well thats what I need to go home and think about." You already have their credit bureau in your possesion. Go over their monthly expences with them such as food, rent and anything else. Then open their bureau and it will tell you their monthly bills. Add their monthly expences and bills together. Subtract that figure from their gross income and you have a car deal! Good luck!
Next reply
Bottom Line Underwriters, Inc.
Toll Free: 1-888-My Success
Fax: (503) 638-0602
P.O. Box 1218
Lake Oswego, OR 97035
E-mail: editor@bluinc.com
Copyright © 1998 by Bottom Line Underwriters, Inc.
