It's understandable that customers often need our help to find closure on a specific vehicle. The most common and vague objection is agreeably "I want to think about it."

These are the five reasons why we believe the customer says that.

1. Uncomfortable with price issues

2. Uncomfortable with you or the other staff

3. Not sold on the vehicle

4. Has a desire to compare prices and/or other vehicles

5. Has a fear of making choices

Here are three responses that may help you handle customer objections:

Response 1: 

“I understand, it’s an important decision. But before you go, let me ask you something. On a scale of 1 to 10, with 10 meaning you were going to drive this car home today, and 1 meaning you wouldn’t take it even if it were free, where do you stand right now?” 

Wait for their answer patiently, and respond with: “Great! What would it take to get you to a 10?"

Response 2: 

“I understand. It’s an important decision. I have often made that same comment and it usually meant one of two things: Either I didn’t want to disappoint the salesperson, or there was still a concern that hadn’t been addressed yet. Do you mind sharing which one it is for you?” 

Response 3: 

“Do you need a couple of days to think about it? The reason I ask is because it usually comes down to three questions:  1. Does this vehicle fall in the range you planned to invest? 

2. Is this the type of vehicle you want to drive? 

3. Are we the type of people you would like to do business with?

We certainly hope you get 'Yes' answers to all of those three. 

To see the full article, you can find the original blog post on our website. 

For more sales training tips on how to handle customer objections, contact us and let's talk!

Richard Keeney

The Mar-Kee Group

888-300-4629

markeegroup.com