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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: Someone else can do it cheaper
Reply Posted by: Ralph Goodwin
(gankaku.xadsl@xtra.co.nz
)None
Date Posted: Thu May 17 19:58:59 2001
Message:
This is how I handle it:
You - Mr Prospect isnt it true that any company has one of two choices about how they are going to deal with their clients, dont they have to decide whether to do as little as they can get away with or ... as much as they possibly can, isnt that the two choices they have to make?
Them - "Yes I suppose so"
You - Tell me why do you feel a company would want to do as little as they can get away with?
Them - "I am not sure, make it cheaper I suppose" (sometimes you have to ask them this)
You - Well tell me what do you want me to do for you today, as little as I can get away with, or as much as I possibly can?
Them - As much as you can
You - Well, thats what we are trying to do, as much as we possibly can by providing you with first class quality and first class service and thats what you want isnt it?
Work great
Next reply
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Copyright © 1998 by Bottom Line Underwriters, Inc.
