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Automotive Sales Training Tip: How to overcome the objection, " I want to compare"
Hi. My name is Chris Schulthies and welcome to PROTiPs. This is a fun close. It's not for everybody, but it is fun and it will get a result. This is a close whereby when you ask for the sale, your customer's suggesting that they also want to look at a competitive vehicle. Let me give you an example. You're a sales person selling Fords, and you've shown your customer an F-150. The customer's told you clearly that they also want to look at the Ram.
Here we go. Write the two on a blank ledger pad and follow it with this. Mike, Laura, on this side I have the F-150, and on this side, the Ram. If I may, I'd like to ask you a couple of very quick questions before you leave us today. Mike, Laura if both the F-150 and the Ram had the features and equipment that you wanted in a new truck, and if both the F-150 and the Ram had the handling and road manners that you demanded in a new truck, and if both the F-150 and the Ram had a price and payment that you were pleased with, so if both had the features, if both had the handling and road manners, and if both had a payment that you were pleased with, Mike, Laura, my question simply to you would be this, in your heart, which truck would you rather own?
In sales, sometimes we forget it's not just about the numbers, it's not just about the logic, it's also about the emotion. What we're fundamentally asking the customer here is simply, "Which truck do you like better? Which truck would you like to see in your driveway?"
I'm Chris Schulthies, thank you for joining me on PROTiPs. For more great content like this or to learn more about our Automotive Training Programs please visit: http://wyemanagement.com/ or call 1.888.993.6468 and discover how an automotive training solution could work for your dealership.
