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Post by Augustus on Aug 31, 2005 20:44:37 GMT 1
I do get this one alot, but it can be annoying when you only get one half of a couple at an appointment.
How do you deal with this and how effective has it been ?
P.
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Post by phugly on Aug 31, 2005 20:53:30 GMT 1
I know what you mean. If its the wife its always "he's paying, I'll have to ask him" and if its the husband its "I dont know what colour she wants". I wish I knew the answer to this one. Any suggestions would be welcome
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Post by Augustus on Aug 31, 2005 20:55:53 GMT 1
I'm sure we will get a flood of answers to how others deal with it.
Once we have a few more 'objections' and ideas to overcome them I will sticky each one to make a knowledge base for them.
P.
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Post by phugly on Oct 25, 2005 14:25:31 GMT 1
It seems no-one has an answer to this one. I just wish that they would make the appointment when both parties are present
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Post by Augustus on Oct 25, 2005 21:54:34 GMT 1
Best thing I've managed so far is either to try and use the 48hour cooling off period ' you can always call me and put the order on hold if .........'
Or give them a non pressured time to decide ' ok, sure- tell you what I've give you a call on Wednesday night ( two days after ) and then we can make sure your happy before and place the order over the phone.........'
P.
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Post by madman on Oct 25, 2005 22:37:43 GMT 1
Never had a problem. you can usually tell when yove cracked it . I dont have a problem with one or other or both. I certainly dont want them asking when both are in. if its done to me I switch off so I dont want this with my customers. If they come up with an excuse co's a partners not there usually they only want a price or whoevers not there doesn't want them. Pas it to quotes and get them to ring.
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Post by desmorse on Nov 10, 2005 22:55:05 GMT 1
If wife says need to discuss with husband, just say, in a very nice way ..........
men don't choose colours, they go along with wifes choice. All they want to know is when and how much. Is he contactable by phone? If he's OK we can finalise a fit date.
Got about a 50% success rate if done without seeming pushy
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Post by greenpesto on Nov 26, 2005 10:46:34 GMT 1
Most of these objections are actually a way of saying "It's more than I want to pay" or " I can't afford that" .... What you should say when this objection is made is ... "Actually Mr/Mrs. Customer what you are really saying is that it is more than you were expecting to pay?" .... This will usually open up the true objection whether it is the price or not!!!!
Referring to Partners is often a smoke screen for a true objection .. e.g. Price !!!!!
If you then work through this with an offer or by asking them what they had expected to pay ( this part of the question is usually the most effective ), ... then if the job is worth doing at that price ( for you .. not Hillarys ) then you decide whether to do the job or not. Don't worry about discounting as Hillarys want the conversion more than the profit. Think about your profit & time spent by you & nothing else!!!!... I promise you Hillarys won't trouble you about it. Remember!!! .... Always take a job if you can make money from it for yourself. It may not be huge money this time around but think of the add-on & referral business & the over view of your annual income for that year. You won't have to do this ALL the time but it will give you more confidence & more money in your pocket.
With this job it is relatively small order values so single sit appointments should not be too big a problem. Unlike Double Glazing that goes into £000's+ where you need joint decisions.
Use paper orders for this reason:
If you leave a quote don't panic ... give them your phone number & tell them to ring you directly as it is only you that has their details. You can follow up your lead in a few days time rather than loosing control to the quotes department the next day which is too soon to be contacting customers.
What you need here is to be able to keep control of your lead/sale, business & income.
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