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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 6:34:36 EST 1998
Subject: "I'm Just Looking."
Message:
Here's our favorite! Have at it!
Previous reply
Reply:
Subject: I'm just looking
Reply Posted by: Brett Olivas
(bolivas@thomason.com
)Thomason Autogroup
Date Posted: Tue Oct 29 17:13:18 2002
Message:
There are many customers who say "I'm just looking" during the initial greeting and end up buying a car only hours later. I have found this to be a reflex response from a true buyer trying to disguise him/herself as a shopper. Say to yourself: "I'm just looking means; you do not have enough information yet to make a decision on what you want to purchase." DO NOT GET IMPATIENT with this customer, as they are there for a reason. Take your time with this customer as they need information, and you are there to provide it to them. Follow your steps to a sale THOROUGHLY. Offer this customer choices, try creating multiple selections for them, and build value in each selection. Before asking for their business, drive them in each selection and let them compare. Find out which one they like the best, and then ask for the commitment. I anticipate this process of elimination technique will work well for you.
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Copyright © 1998 by Bottom Line Underwriters, Inc.
