If Only - I Want To Think About It series

Simon Bowkett reveals another way of overcoming the dreaded phrase "I want to think about it" which often means there is some other problem or objection.

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Comment by Colin McAllister FIMI on September 20, 2011 at 5:05pm
I'm very sure that this technique would work on all kinds of people regardless of gender, orientation or what clothes they like to wear. The great thing about Simon's tips and techniques is they are so simple to execute that Sales Peoples just get them and are willing to use them. No technique is ever 100% effective, but ask yourself this - is what you are doing now working? If not is this worth a shot? If we had the skills to handle our problems - we wouldn't have the problem in the first place. Right now we need to ensure that every precious opportunity is maximised & this and many other of Simon's techniques will help do just that.
Comment by Pat Kirley on September 20, 2011 at 5:01pm
Hi Johnny B,
You are on the money, women certified, what next. Any sales professional will treat all his customers, men, women, gay, lesbian, transvestite etc like royalty as they are the folks who pay out salaries. Delia seems to have issues with auto professionals as she claims the auto professionals have the greatest resistance to her beliefs, perhaps she had a bad experience in a dealership or got a troublesome car and thinks a man would have got different treatment.
This strikes me as similar to people who believe you can have personal and business ethics when you can only have ethics, you can't have a different ethic for business. So in our career we must treat all the people we come in contact with in the best possible way and we will be rewarded and be happier in all aspects of our life.
I
Must say I enjoyed your humour, it is good to have a laugh and ibreally enjoyed your reply.
Comment by johnny B on September 20, 2011 at 4:42pm
All this back and fourth about handling men or woman... no one has even bothered sharing about handling transvestites! I mean we are talking about how to handle "thinking things through". How to handle it with men, and (thank you Delia for clearing up how we should respond to women with new insight) just women... But what about the transvestites!? The fact that no-one has yet to give a tip on them makes me believe all parties are prejudice!
Comment by brian milsted on September 19, 2011 at 11:52am

Hi Delia

When you make comments about it being a fact that "women spend more time in the shopping and research process than men" you should back up your statement with validated research, if you don't it is incendiary. Simply stating that something is a fact doesn't make it a fact unless you work for Fox News!

 

I personally believe that we all have differing needs and good salespeople understand this. Having read through your comments and responses to Simon you do come across as a tad sexist and patronising, something you propagate to champion against. 

 

Brian

 

Comment by Delia Passi on September 19, 2011 at 8:49am

Simon, I'm not promoting my business, I'm sharing expertise. I train in a multitude of industries, and around the globe and yet I encounter the greatest resistance among auto professionals.  Which is a shame because those who get it are thriving.  And by the way when did I knock your training? I simply added to it with greater insight. And frankly I find your defensive responses typical of a pushy salesman - or maybe I'm just acting like a woman. 

Comment by Simon Bowkett on September 19, 2011 at 5:48am

Hi Delia

Did you look at the video again, because  what you said is exactly what I said in the video! We have about 13 other videos on how to deal with this one objection. I will put them on over the next few weeks so you can see that we have so many different techniques because there are so many different types of customers. The good sales person will match the right technique to the right person at the right time.

"Most women tell us that its at this point they decide NOT to return as they feel too pressured and badgered."  This is the stage that most customers (regardles of gender)  decide NOT to return as they feel too pressured and badgered.  I don't think we should say "What do you want to think about" to anyone at this stage as it may be too pushy. I have no problem if someone wants to think about it, however I think there is often a hidden objection. The hardest objection to overcome is the one you don't know what it is.

 

I know you are promoting your business, and I have no problem with that. I just can't believe you chose that technique to say was too pushy and imply that it is only woman who want to look at the internet before they buy???. Of course there are differences with different types of people. However I know through experience, that this particular technique works great with men and woman.

Try it before you knock it! Train this with your dealers and they will get great results.

Being an Australian, living in the UK, working in Ireland, the UK, Australia, and America, I know first hand about the differences between different people.

As always, if you don't like it ...don't use it!

Simon

Comment by Delia Passi on September 18, 2011 at 9:39pm

Thank you DE for encouraging everyone to share their experiences and expertise. I am happy to share my recommendation and ask that readers respect differences common to gender, race and age.

Women in general are more risk averse, which explains why they tend to spend more time "thinking through" the purchase. (Think of a woman making a purchase in a mall vs a man).  When a women "wants to think about it" the first thing is to "cushion" your response with "I understand as this is an important decision", and then allow her the opportunity to go over any and all concerns and objections so you can address her concerns. This is your opportunity to make her even more comfortable with you so she may reconsider her decision and move forward. If she repeats that she wants to "think about it" then its time to respect her decision and protect the relationship in the hopes that she will return. Most women tell us that its at this point they decide NOT to return as they feel too pressured and badgered. One technique is to assure her you want to be there as a resource to help her make the best decision and that you will follow-up in a few days to see if she has any questions. She WILL end up buying a car - treating her the way she wants to be treated will determine if she buys from you.  Hope this helps.

 

Comment by DealerELITE on September 18, 2011 at 8:44pm

dE would like to hear what Delia recomends we should be saying. Share with us in writing or post a video on dE for all members to view. Each member could then decide which technique is best for their specific store.

dE is all about sharing to support our industries growth.

Comment by Simon Bowkett on September 18, 2011 at 6:23pm
Hi Delia, If you look at the video again, I believe that this technique can work for everyone ( Even Australian's) I'd  just love to hear about your technique on how to deal with women who say they "want to think about it". Are you saying it should be a different technique? If so, what should it be?
We are all Sharing here and not just self promoting.  So please tell us what we should be saying.
Simon
Comment by Pat Kirley on September 18, 2011 at 5:49pm
I think it a sad day when we are expected to treat male/female customer differently because if gender. Recently in Europe insurance companies we forced to stop offering lower rates to female driver as it discriminate on gender.

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