What are you waiting for?


It’s a common mistake that when a customer voices an objection, a salesperson will answer the objection and wait for another one.  If all you’re doing is answering,  then  all you’ll be waiting for is more objections. Often times customers object as a way of protecting themselves from making an expensive mistake. (Objections are good because it shows interest; waiting for objections is bad because it only manifests more confused objections.)  Remember, a customer may be shaking their head saying N-O, when they really mean K-N-O-W (I don’t know if I trust you, the vehicle, or can afford it). 

The next time a customer voices an objection, answer their concern (complaint) one of two ways:  a) asking a more clarifying question such as, “How do you mean?” “How so?” or “What makes you feel that way?” or b) their question can be answered in a clear, unassuming way. (Do not assume you know the meaning behind their question.) And as soon as you answer their question maintain the influence over your sale by MOVING FORWARD. Point your presentation north by asking more qualifying questions (i.e. What will you be using the vehicle for? Who’ll be mostly doing the driving? Will you be pulling a trailer? Do you have a trade-if so, tell me all about it, etc) and then based on their answers, demonstrate the vehicle that best fits their wants and needs.
Whoever said, ”Good things come to those who wait,” obviously wasn’t in sales
Keep it moving!
I’ll see you next time on the Blacktop. 

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