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Forum: Idea Exchange
Topic: What Would YOU Do?
Topic Posted by: ModeratorOrganization: Bottom Line Underwriters, Inc.
Date Posted: Fri Feb 13 23:45:22 EST 1998
Topic Description: You're a professional salesperson and sometimes you need advice. Who better to ask than the sales professionals who read this conference?
Original Message:
Posted by: Ken Nix
(kpnix@hotmail.com
)
Organization:Herzog-Meier
Date posted: Thu Jun 22 1:38:01 2000
Subject: Write-ups, commited only?
Message:
Should you write up someone who's not committed? What's your views.
Previous reply
Reply:
Subject: Commitments vs. write ups
Reply Posted by: Michael Hargrove
(mhargrove@bluinc.com
)My Success Company
Date Posted: Thu Jun 26 10:11:28 2003
Message:
Whether we ask for a today commitment out on the lot, in our office, or anywhere else for that matter, most BUYERS will tell us "NO!" at first. We've all heard this stated before (and experienced it firsthand ourselves); "The average retail car customer HAS to say no or object somewhere between 4 to 7 times before they're even psychologically in a position to make the buying decision." Or we've heard it stated this way, "Most sales are closed AFTER the fifth attempt!" Or we've heard it stated this way, "No objections means no sale!"
The problem is that most customers have to go to four or five stores before they are ever collectively asked five to eight times for their business because most sales people (and sales trainers too I suppose) only know one or two ways to overcome the most common objections we hear.
I'm not advocating negotiating without a today commitment, (although many of my clients are doing just that with great success), so I guess I'm still a bit old school as far as that goes. I am suggesting that we have ready at our disposal several different ways to make it to our customer's advantage to give us that today commitment and ultimately their business.
If you'd like ways to overcome the dreaded objection, "Just give me your best price but I'm not going to buy today!", e-mail me directly and I'd be happy to forward you six or seven different techniques.
Look, if we're going to get a "No!" anyway, why not handle these objections in a more controlled environment like our offices? Or we could just keep hoping all of our customers have already been to three or four other dealerships before we ask them for their business today.
Next reply
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.
