If I could... would you...?

Newbie

I've heard this one quite a few times on the car lot. For instance;

"If I could get this truck at a payment you're comfortable with would you take it home today?"

Is this question about commitment, manipulation or something else?

Houston

How about a mix of all three (3)?

It does get a commitment however it may be perceived as manipulation by the salesperson which can be very aggravating.

KSA-Mktg

I think that format probably started as a mutiliated effort to do a trial close. It may work with some folks, but if I'm ever asked a question like that (and I don't want to just walk out) I'll answer it with something like, Well, you tell me your price, and I'll tell you whether I'll take it home.

I think some folks in the car biz sometimes make a lot of assumptions about their customers. A few years ago I wanted to buy a mini-van off the lot. The salesman at the first dealership I went to had just what I wanted, but it seemed like he wouldn't really negotiate with me until he had an interim commitment. He wanted me to take it home for the weekend, etc. So, I went to the 2nd dealership on my list - that rep had one I liked so I bought it.

The following day, the first rep called me saying, You know, that vehicle is still here on the lot.... I said, well that's OK, I've got one sitting in my driveway.

It really confused me as to why, but he was dumbfounded.

Kathleen

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Jackie

I agree with Houston that in many, if not more, cases it's probably a combination of the three. Pesonally, I haven't and wouldn't utter that phrase to a customer because of the potential negative impact but that's just me.

Kelley Robertson

I think it's a cheesy way to try an get a comittment from a buyer. To me, it's no different than asking, "What will it take to get your business today?" or similar questions.

A sales professional does not have to resort to tactics such as these, regardless of what he or she sells.

Kelley

Gary Boye

Before we jump to conclusions.....

The question is very valid.

But--the style of delivery, and often the timing, is poor.

jasonc

Listen! Its all in delivery! You can say just about anything you want to a customer if delivered in an enthusiastic(if thats the right mood for what your saying) style!!

If you dont believe that this phrase will work as a tool for a specific job, then of course it wont work, and it will never work! But I'll stay off my soapbox for now =]

I use that exact phrase. and that phrase alone has shot my personal referral campaign through the roof. I blew away my referral goal by using that exact phrasing!

Try this...
Once you have a meeting with whoever your dealing with... real estate agents: listing appoints. MLM Oppertunities: oppertunity meetings, office machines: 1st meeting, whatever your 1st meeting is with your prospect clients just say

"Ya know jim, I dont know if what i have will make sense for your exact (situation/business/team/whatever), But if i could do my best to help you find the perfect solution, even if its not with me, would you feel comfortable sharing with me some referrals of other (managers/teams/business's/owners/) that could use my (service/support/ideas/whatever finessed thing you come upwith)"

I dont know if that idea will work for you guys or not, but if it could help you up your referral average, even from prospects who dont buy from you, would you use it?

Jason

Liberty

I like your scipt Jason. Thank you for sharing. Feel free to throw out a few others if you have 'em.

Doc MC

That is an excellent script. I think what probably makes it work is that your phrasing sounds honest, and that you really care about solving their problem, with a touch of integrity thrown in.

Kelley Robertson

Jason, you made a great point. I viewed the original question as being a tie-down style and I'm not a great fan of this type of question. However, your particular example and corresponding script helped me see a different way to use it.

Nicely done!

Kelley