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Price Objections (3)

It's all about price... or is it?

Stalls (3)

Those little roadblocks that stop us before we even get going

Objections

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Resolving problems that are stopping your client from saying yes

There were 12 articles found in this category:

Cost of Ownership Part 3
The ability to explain the concept of cost of ownership is a skill that every successful sales consultant needs. It has been often said that people buy with emotion but pay with logic. Helping a client make a positive buying decision means that we sometimes need to walk them through a logical c ...
Making "No" the Right Answer
Have you ever noticed how easy it is for people to say "No" in a shopping situation? It's almost automatic! Of course it is just natural shopping behavior that comes from their fears. They fear meeting an unprofessional or pushy salesperson, fear making the wrong decision, and fear paying too m ...
Cost of Ownership Part 2
Cost of Ownership Part 2 The ability to explain the concept of cost of ownership is a skill that every successful sales consultant needs. It has been often said that people buy with emotion but pay with logic. Helping a client make a positive buying decision means that we sometimes need to walk ...
Cost of Ownership Part 1
The ability to explain the concept of cost of ownership is a skill that every successful sales consultant needs. It has been often said that people buy with emotion but pay with logic. Helping a client make a positive buying decision means that we sometimes need to walk them through a logical ...
Six Ways Salespeople Help Prospects Create Objections
Six Ways Salespeople Help Prospects Create Objections This is one of those things that unless someone points it out to you... you might not even realize you are doing it. How do salespeople shoot themselves in the foot by helping prospects create objections? One: By using a greeting that ...
Uh... I think you are leaking closing ratio
Uh... I think you are leaking closing ratio What holds us back from hitting our volume and income objectives? For most salespeople, the difference between where you are and where you would like to be is only a matter of a few points in closing ratio. So where do we "leak" closing ratio? A h ...
But the other salesperson said my trade was worth more!
We have all run into the situation where a client has an unrealistic trade value in mind. What is even more frustrating is when they believe that it is reasonable because they got the figure from a competitor salesperson. Let's just ignore the possibility that the interaction with another sales ...
Thats's still not enough for my trade!
When we get an objection to our manager's trade appraisal, we need to find out why they feel it is unreasonable and if they have a different value in mind, where did they get that value. One of the common sources of inflated trade expectations can be other vehicles like theirs that they have ...
I just want to think about it
Don't you just cringe when you hear those words? Don't they always seem to come after you have spent over an hour with your customers? After you have worked hard to establish common ground, got to know their needs and wants, shown them a vehicle that meets those needs perfectly, and helped them ...
That's not enough for my trade!
This is one objection that rarely comes up... when the client has no trade-in! Otherwise it seems that no one is ever happy with the numbers our manager puts on their old vehicle. Ok that's just reality. Clients will have unrealistic expectations of what their old vehicle is worth. These expe ...
Take that ojection away!
Take that objection away! We have all heard the sports phrase: “the best defense is a good offence”. It applies equally well when we think of some common objections we get when we ask for the business. Now we are not going to suggest that you adopt that pushy and aggressive tactic o ...
Let Them Know What's Coming!
Many times salespeople find themselves encountering sales resistance from a prospect who just seems to want to get some information and get out of there. They are giving us those reflex objections at the meet and greet that we have come to expect like: "just looking" or "this is the first pla ...