Overcoming Objections is Part of Your Job Not Your Manager
When you are working with a potential vehicle buyer to close the deal there are usually one or several objections you need to isolate and overcome.
But first, you must be sure you have made the right selection. This should of been handled when you determined the guests' needs.
If you have the wrong vehicle none of these matters. So before you get them to your desk and start grinding make sure you have a proper vehicle selection.
Ask them, listen to them and watch them, don't assume anything.
Ask them at the end of the test drive and ask them again before you present numbers.
Are they saying yes, it's OK or are they saying YES, I love it!
Are they excited about the possibility of having this vehicle or are they only warm?
Does the body language support what they are saying or are they engaged or are they looking around the showroom and out the window?
You need to have all of their answers, reactions, and attention on the same page, otherwise, you might not have the right vehicle.
You can grind them all you want, but you won't sell them a vehicle.
Ask, Listen and Watch your guests, gauge their reaction and level of commitment.
I have come behind many professional car sales consultants and closed the deal by asking, listening and watching their reactions.
I switched vehicles to something they loved instead of something they liked and closed the deal.
Make It A Champion Day!
"SALES TRAINING MATTERS"