The BLUinc Online Community
A place to share war stories and ask fellow
BLU Graduates for input.
Forum: Idea Exchange
Topic: Closing Encounters
Topic Posted by: ModeratorOrganization: Bottom Line Underwriters, Inc.
Date Posted: Fri Feb 13 23:32:20 EST 1998
Topic Description: This is where we share ideas on helping our customers to make the decision. How to make it easy for them to say 'Yes!' and hard for them to say 'No'.
Original Message:
Posted by: Trevor Hogan (hogans922@aol.com )Organization:Motor City a division of Forest City Chevrolet
Date posted: Sun Nov 18 16:17:13 2001
Subject: Customer is too intelligent to listen to a "salesman"
Message:
I had a gentleman the other day that was in on a low rate buydown program we were running on used cars. The salesman was having a heck of a time gaining control of this guy because he was a math professor for 30 years and knew more that we will ever know(so he thought). I sent the salesman in on the first pencil and he wasn't getting anywhere with him. The salesman was one of my top producers and has been in the business for about 10 years. After a couple attempts at the close with no headway I decided it was time for a T.O. I went over to the closing table and introduced myself and he wouldn't take my card, I immediately saw the challenge I had encountered. I proceeded to explain that we were buying the rate down and that I didn't have the room in the deal to give him the discount he was looking for and the 0% apr on the deal. He kept interrupting me and didn't want to listen to this man half his age that I could tell he looked at as a kid. He proceeded to tell me that he was a math professor and had been for 30 years, thiking this was going to intimedate me, I think he was surprised when I looked him straight in the eyes and put my hand on his arm and said "then sir, YOU should understand what I am about to tell you" This did get his attention and I proceeded to explain the buydown and that it wasn't a rate offered by the bank, however we are paying his finance charges and showed him the savings over the 48 month term and got his approval, wrote the deal and spot delivered him.
