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.
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.
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.
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!
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.
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.
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