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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: Michael Hargrove
(mhargrove@bluinc.com
)
Organization: Bottom Line Underwriters, Inc.
Date Posted: Mon Jun 28 13:19:29 EDT 1999
Message:
No, Joe, you're not out to lunch! As a matter of fact, your response is one of the most effective ways we have found to handle that objection. It doesn't work ALL the time, but nothing ever does. Many times customers say "I'm just looking" right when we greet them, however, many sales people greet their customers right away (before they ever stop on a vehicle). So in that sense, many have a different perspective on this situation than you presently do. But you hold on to yours as long as you can. It really IS that simple to get past this very common objection.
What the customer is really saying to us is that 1) they had a bad experience with sales people before and expect to get the same from us OR 2) they don't want to be pressured into buying something they don't want (see reason #1) OR 3) they simply want to look around and gather information without some sales person yapping and yapping at them (again see reason #1) OR 4) they've never really been very comfortable buying a car before and want to maintain control (again see reason #1) OR 5) they don't intend to buy right away.
Having several ways to address this situation is a good idea. Just remember that each of the strategies you choose to put in your toolbox for "I'm just looking!" need to HELP YOUR CUSTOMER feel more comfortable. It's a major purchase for most of us, one that we don't make every day, so it's perfectly natural to feel ill at ease. Add to the mix the number of unskilled people calling themselves 'sales professionals' in this field, and feeling ill at ease is probably healthy! Just remember, Joe, always serve your customer as best as you can, and you'll be serving yourself in the best way possible too.
Thanks for joining in the discussion.
Next reply
Bottom Line Underwriters, Inc.
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Copyright © 1998 by Bottom Line Underwriters, Inc.
