How I got a Prospect to Come Back

The other day, I had a guy looking at a truck. He gave me every indication that I was going to sell a truck. "If you lower my payment from my lease to a 0% purchase, I'll buy a truck right now. Man--my wife is gonna kill me!" Two buying signals there, by the way. 1) Saying he will buy a truck right now and 2) that is wife is going to kill him. So, we drove the truck and when we got back, I lowered his payment $60 per month and he said, "Well, I gotta go talk to my wife about it." I, of course, tried to overcome his objection (talk to wife) and then he dropped a bomb on me--he had another trade-in, his wife was driving it and he wouldn't be able to get it up to the dealership until the next day.

So, he left and I called him a few minutes later. "Hey--I was talking to my manager about your truck that you are trading in and he wanted to know how many miles it had on it." He told me and I said, "He seemed very excited about it--what time are you going to bring it by tomorrow?" He never committed.

So--the girl who sits next to me asked what his name was and I told her. She turned to the girl who sits on the other side of me and said, "Told you--I knew I recognized him."

"You worked him before?"

"Yeah--about 3 years ago. He stroked me about three or four times and bought somewhere else."

Hmmmm...

Well, needless to say, the next day he stiffed me--he didn't show up. Towards the end of the day, I called him and left him a message like this.

"Joe, this is Marv. Sorry I missed you today. I know you promised that you would come by and I know I promised that I would be here when you did but I was in and out all day and since I know that you are a man of your word, I want to apologize for not being here. Someone said that saw a truck that sounded like yours so I really feel bad that you drove all the way up here and that I broke my word and missed you. Can you give me another chance and come by tomorrow?"

Needless to say--he did. Of course I didn't really miss him--he never showed but I called him out on him being a man of his word and it worked.