When handling objections in car sales, it’s important to understand the reasoning for objections, and show empathy and agreement for a buyer’s position. Not only have they been raised to be wary of the car buying process, but this is also a huge purchase for them – perhaps the largest they’ve ever made. As such, objection handling needs to be approached with understand and a good attitude.
When following up with unsold showroom buyers, start the deal fresh and let the objections come from the buyer. Be careful not to jump directly into the old objection.