NetForum - Message Replies

Forum: Idea Exchange

Topic: Overcoming Objections

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!

Subject: "I'm Just Looking."
Reply Posted by: Tom Fohr (tom4@zinggmotors.com )
Organization: Zingg Auto Group
Date Posted: Tue Jul 11 10:30:51 2006
Message:
I ussually use... "GREAT (get them excited), that's where it all begins! Now were you folks looking to replace a vehicle or just add one?

(Replace one): What is it that you are driving right now? (unless they are in their car or standing by it) And what was it that you liked the most about that vehicle? And what did you liked the least about it? And were you looking for another [van, truck, suv, ect.] or were you looking for a change? GREAT, I got something that will be PERFECT for you! Follow me!" (Just turn and walk towards what you are going to present. Do NOT look back! 99% of the time they will just follow because what else are they going to do?? If you follow this script, you will get them excited which is one of the most important key, and you will find out what they need and do not want in a vehicle, even if they are going from a SUV to a sports car. It works universal. They key is to have an effective investagation. If for some reason they mention something they "need" that you don't have in one of your vehicles, simply ask "Is that a MUST HAVE option or just a nice-to-have option? Because I'm sure we could get you one but everything comes with a price."

(Add a vehicle):"What were you looking to have in your new vehicle?" And so on...

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