Car Sales Training Tips to Overcome Customer Objections
No customer every purchases a new car without having an objection along the way. If they did car sales training wouldn't be necessary. In order to make car sales you have to understand that objections are a normal part of the process. Understanding the top three objections will help you to prepare and respond correctly to your customer. In many cases you can eliminate the objection before it can even be brought up. Here are tips to do just that.
Automotive Sales Training Objection 1: Objections That Occur Upon Meeting Most objections come up as soon as you say hello. Have you ever asked "What can I do for you folks today?" and been told nothing? This is the normal response. Most people say they are just looking or researching for when they are ready to buy. The first step to overcoming these objections is not asking open ended questions. Instead you should ask a question that leads into your sales pitch, or better yet just introduce yourself and start talking about the cars.
Car Sales Training Tip 2: Overcome Objections About the vehicle If a customer is trying to back out of buying the car they will find specific objections about the vehicle. The car will be either too big or too small. It won't get good enough gas mileage or it won't have enough power. One vehicle cannot be everything and your customers know it. Make sure you are offering the vehicle that matches their needs. If they say they want good gas mileage, you probably aren't going to offer a Cummins diesel engine used for hauling an RV. Make sure you ask questions to clarify what the customer wants and you will be able to use those points when your customer has an objection.
Auto Sales Training Step 3: Objections at the Close of the Sale When it is time to sign on the dotted line all customers start objecting to the cost of the vehicle. After all, no one is going to spend thousands of dollars without trying to get a better deal. However, if you have covered all the features and amenities of the car, you can overcome the price every time. If a customer feels that the car offers benefits that can impact their life they will be more likely to buy. In the end it isn't about price. It is about choosing a car that can make life easier. - 21396
Automotive Sales Training Objection 1: Objections That Occur Upon Meeting Most objections come up as soon as you say hello. Have you ever asked "What can I do for you folks today?" and been told nothing? This is the normal response. Most people say they are just looking or researching for when they are ready to buy. The first step to overcoming these objections is not asking open ended questions. Instead you should ask a question that leads into your sales pitch, or better yet just introduce yourself and start talking about the cars.
Car Sales Training Tip 2: Overcome Objections About the vehicle If a customer is trying to back out of buying the car they will find specific objections about the vehicle. The car will be either too big or too small. It won't get good enough gas mileage or it won't have enough power. One vehicle cannot be everything and your customers know it. Make sure you are offering the vehicle that matches their needs. If they say they want good gas mileage, you probably aren't going to offer a Cummins diesel engine used for hauling an RV. Make sure you ask questions to clarify what the customer wants and you will be able to use those points when your customer has an objection.
Auto Sales Training Step 3: Objections at the Close of the Sale When it is time to sign on the dotted line all customers start objecting to the cost of the vehicle. After all, no one is going to spend thousands of dollars without trying to get a better deal. However, if you have covered all the features and amenities of the car, you can overcome the price every time. If a customer feels that the car offers benefits that can impact their life they will be more likely to buy. In the end it isn't about price. It is about choosing a car that can make life easier. - 21396
About the Author:
Atten: Car salespeople. Mak has many more tips and strategies. Receive his free 5 part mini e-course on automotive sales training. It's a must read car sales training course to help you sell more vehicle in the car business.
posted by X - Men @ 1:46 AM
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