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: "Just looking"
Reply Posted by: Brian Tate (tatebk@earthlink.net )Independence Honda
Date Posted: Thu May 31 22:15:21 2001
Message:
I've found if I simply acknowledge the "Just looking" response up front during my initial greeting it usually relaxes the customer and helps to lower their defenses. I usually say something like: "Welcome to Independence Honda my name is Brian, you are? Very nice to meet you, doing a little shopping, a little looking around?" (If they say yes they are "just looking") I'll follow with, "Great, we're you looking for a four door or a two door, SUV, Car,etc. and keep right on fact finding. I can then roll right into rapport building/qualifying questions while WE "Just Look" TOGETHER. Before you know it we've found exactly what they were "just looking" for and we can then proceed through the rest of the sales process together. With this approach I believe the salesperson can be viewed as an expert guide who's there to help make this often anxiety filled process (for the customer) less fearful. When I am assured and confident, the customer becomes more assured and confident in his/her decision to buy from me. Hope this helps! I love this site!!

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.