Part of my selling technique was to use humor to keeps the atmosphere relaxed. The customers are in a stressful situation; take the curse off.
Collecting the down payment check was one such stress point. Major commitment point. After naming the amount, and their bringing out their checkbook, I would usually say, "Please make that out to 'Frank's Good Times, Inc'." Usually got a laugh, or a rude comment or two. Relieved the stress.
One day the customer was a nice lady that had driven about two hours to come to our lot. I did my usual, and she made the check payable to Frank's Good times Inc. After seeing the payee, I told her I was, "Just joking". Her reply? "That is my last check". Oh shit. I sat there thinking about how to handle this. Drive two hours to her house to get a check?
"Are you starting to sweat," She asked?
"Ah, yes I am."
"Good, because you have been making me sweat for the past hour," She said, as she brought out another checkbook.
Got me good, she did.
3 comments:
Ya just can't beat that prickly feeling as the sweat beads on one's forehead!!
I would loved to have been a fly on the wall for this one!
Oh yeah... sometimes you're the bug, sometimes the windshield... ;-)
Scotty - Yep.
NFO - Too many times the bug!
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