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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 6:33:53 EST 1998
Subject: "I Can Get It Cheaper Somewhere Else."
Message:
How do you handle this one?
Previous reply
Reply:
Subject: Reply to John Savage's Reply
Reply Posted by: Katrina Souder
(Cargirl5@hotmail.com
)
Organization: Acura of Seattle
Date Posted: Thu Nov 9 10:44:47 2000
Message:
I never ask my customers, "So, if Joe's Car Lot offered you such a great price than why didn't you buy it there?" It may be an appropriate question depending on "how" you ask this question. If you ask this question in a concerned manner, you are showing genuine care for their needs. Otherwise it comes off confrontational and can seem advesarial (sp?).
Confidence is one thing...cockiness is another. Acting cocky with your customer will almost always anger them and cost you $.
Confidence is key...confidence in yourself and your product. With these "price concious" customers, I always show them the value in our cars and remind them that they are buying a premium car. With Acura, it's easy, but any salesperson can do it with any product line.
I love this business!
Next reply
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Copyright © 1998 by Bottom Line Underwriters, Inc.
