The first step is to empathize with your customer and tell them that you understand while also repeating their objection. Heres how you handle it.
Car Sales Training How To Handle The Objection I Need To Think About It Youtube
LAER involves four steps Listen Acknowledge Explore and Respond.
. This demonstrates to your customer that you are interested in their concern and care about what they have to say. Handling Objections In this video Andy Elliott teaches automotive salesmen how to overcome the objection I need to think about it He teaches a simple process to advance the sale forward and get the customer to come inside the. Chances are good that if you can overcome sales objections you will turn that shopper into a buyer.
Find out how much they know about cars and car engines. 1 Do a thorough needs assessment. Do a thorough needs assessment.
This article will cover detailed steps but heres a high-level overview of approaches to take for each type of sales objection. I call this a knee jerk objection. This process will help you overcome price objections.
When a buyer tells you this its likely that something is bothering them. Thats what I want for you too Let the buyer know that heshe is not alone. This builds rapport and trust.
Take the extra time to describe the overarching problem or opportunity. Sales rebuttals for no budgettoo expensive These objections will range anywhere from We simply think your product is too expense to I need a discount to buy to We already allocated all of our budget for this type of things. Im not interested When someone says theyre not interested its usually early in the sales process.
Were happy with the products were using. Autobahn Academy is the fastest growing online training platforms for car dealerships. Start your counterpoints with negative words like But If and So What.
After the prospect has finished speaking pause for three to five seconds. Make sure that your Car Sales Team is prepared to expertly handle any objection and sell more cars with Webinarincs On-Demand Automotive Sales Training. You can use statistics and talk about the value of your service to show the prospective client why your service is a better choice.
Practice it so that even if youre caught off-guard youll have a better chance at overcoming the sales objection no matter what it is. Chances are good that if you can overcome sales objections you will turn that shopper into a buyer. The price is too high and other pricing objections can kill car deals or severely damage them.
Overcoming Buyer Objections in the Car Sales Process By Paul Cummings April 12 2019 How many times do you hear Im just looking Instead of coming back with something witty or semi-snarky like Thats why we put em out here Paul says use empathy by using this simple phrasing. In this blog post well take a look at overcoming objections in car sales from prospects on the lot at the car dealership. Here are some four examples you can share with your staff of how to handle objections with real-life scenarios.
In this blog learn how to handle the top 3 customer objections in car sales with ease. Do a thorough needs assessment before your sales pitch. Narrow down the products.
When confronted with an objection the first requirement is to listen to it. Use excessive salesy words like cutting edge innovative or best in class. Do not take it seriously.
Take the objection personally. Perhaps they are worried that theyre spending too much on a vehicle. For example if you are overcoming objections in car sales you must first find out the type of car they like or are looking for.
You need to understand why a customer is objecting to a sale and that requires some upfront questioning. By expanding on the objection and sharing a similar personal or customer experience that had the same concerns can be effective. He teaches a simple process to advance the sale forward and get the customer to come inside the store so the salesman can present the numbers.
Objection 1 I Need to Sleep on It Im Not Buying Today The classic I just need to sleep on it objection is one that doesnt need to stop as many car deals as it does. Interrupt your prospect mid-sentence and rush to overcome the objection. Be an active listener.
Common Sales Objections And Rebuttals On The Lot Review The secret to overcoming many objections is persistence and a positive attitude. Its too expensive We dont have the budget I can get a cheaper version somewhere else Were being downsizedbought out I dont like being locked into a contract Im currently under contract with someone else Im happy with competitor. Our extensive LMS includes access to 1400 automotive sales training videos to make sure your dealerships staff is.
You need to understand why a customer is objecting to a sale and that requires some upfront questioning. According to sales trainer and consultant Colleen Francis you can ask up to three questions before responding to the objection. Here are five tips to help.
Our Tip of the Day comes from Paul Cummings. Generally speaking there are four basic steps to the process. Tell us more about you your business.
Hit the Mute button if you need to Step Two. Overcoming objections in car sales is a critical step in overcoming barriers with prospects. Advance the sale by asking open-ended questions When a prospect brings up an objection or excuse to delay a purchase its because they have an underlying need that has not been met by the sales presentation.
Explore the pricing objection. In this post youll learn 33 common sales objections and how to overcome them. Start training your team for free.
Plus how can they know theyre not interested before youve explained how your product works. Do a thorough needs assessment before your sales pitch. Identify the customers concern and address that specific issue.
Listen Dont just let your prospect. For example say something like. The next step is to acknowledge your customers concern.
Always repeat back the customers objection letting them know you really heard thembut put a positive spin on it. Overcoming objections caused by a fear of change gives salespeople a chance to communicate why a change is attractive or necessary. Here are 5 tips to help.
Demonstrate the unique value of your product. Then ask the customer specific questions about how they intend to use the car. We address some common rebuttals given by those who have been there before so you can feel confident as an experienced pro.
If you come across as a problem solver with good intentions you are likely to receive positivity back. Im glad you want to take the time to think things through and to make a really informed decision. In this video Andy Elliott teaches automotive salesmen handling the car sales objection I Still Have One More Vehicle To Look At Before I Buy.
