For more great content like this or to learn more about our Automotive Training Programs please visit: http://wyemanagement.com/
Automotive Sales Training Tip: How to overcome the objection, "I want to think about it"
I'm Chris Schulthies and welcome to ProTips. When you are asking for the sale inevitably one of the most common objections we get from customers is simply, "I want to go home and think about it," every single day. Here's one of several closes that will help you identify what it really is that the customer wants to think about and might help in turn help you to solve it so that you can sell a car today. It goes something like this, "Mr. Lee, I can certainly understand that you want to think things over. It is a big decision and sometimes even I forget that myself. But Mr. Lee, whether you buy this vehicle today, tomorrow, a week from now or even a month from now, you'll have to ask yourself three very important questions and I'd like to share them with you. Mr. Lee the first question that you're going to have to ask yourself is simply, "Is this the vehicle that I would like to own?" The second question that you're going to have to ask yourself, "Is this vehicle comfortable for my budget?" The third question that you're going to have to ask yourself, "I'm I satisfied with the level of service and information provided by my sales consultant?" Mr. Lee before you leave maybe I could ask you this, how would you respond to those three questions today?
Now inevitably the answer to that question is most often going to have something to do with money. That being the price of the car, or wanting a discount, trade-in value, or payment, which allows you to follow up with the question such as, "Mr. Lee, if we're able to satisfy your concern of the money, could we in fact go ahead with this vehicle today?"
Thank you so much for your time in joining me today on ProTips, my name is Chris Schulthies. 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 to discover how an automotive training solution could work for your dealership.
