Im Just Looking:
This one has been used by Car Buyers for ages. Everyone is just looking when they come to a Car Lot. If you are new to Selling Cars remember, ALL customers are just looking. Your job is to assist them in the process of looking without being smart about it. Crazy Salesmen Response: "Im just looking too." or "Looking is Free Today." Dont be smart about it, just realize everyone is just looking when they first arrive. I have even heard salesman ask in the greeting, "are you here to buy a car today."
Check with Spouse:
Check with Spouse is one of those excuses that is hard to overcome because if I were making a major purchase, i would have to check with my spouse too. Just give the customer all the information they need so the spouse will have all the answers to their questions. Crazy salesmen response, "I have to check with my spouse to sell it to ya." I have actually heard that one! And, dont assume that a female shopper has to have a spouse to buy a vehicle. Women buy the cars in the household or have the influence of what is bought! Remember this, Women may not like to negotiate, but they decide what is purchased!
Have Doctors Appointment:
I have never seen so many customers that have Doctors Appointments. This is a good excuse because it is hard to overcome or question. I dont know which customer started this one, but its a good one. Crazy salesmen response: "Can you get me some good meds too."
Go To Work:
This one does not work too well because how many people actually leave early enough to look at a car before going to work. The only time this might come into play is when a customer may be on a lunch break. Crazy Salesmen Response: "Are they hiring."
Have 5 Minutes:
All customers only have 5 minutes. This is because they do not like you in the first 30 seconds. They will give you 5 minutes before they go to another dealer. Crazy Salesmen Response: "Thats not enough time, come see me later when you have more time."
Not Ready:
A customer is telling you they do not have enough information to make an informed decision. Do not take this as a customer wasteing your time, give them more information. Crazy Salesmen Response: "Come see me when your ready." That is too funny, call the customer tomorrow and see what kind of vehicle they purchased!
Do You Have Other Color:
Have you ever seen a customer look around to see what you have to ask you for a color that you do not have? This is sometimes a defense mechanism to get away from you. You now say you can locate one, but they say they would have to look at it first. The customer is usually one step ahead of you. If you are new to car sales, realize the same excuses come up every time and have a response ready. Crazy Salesman Response: "You want a white one, that is the most popular color. Why would you want what everyone else has?"
Price Too High:
This is another excuse for not enough information. You may have to go over features of the vehicle again and make sure customer test drives the vehicle! Customers already know what you can sell a vehicle for because they have invoices just like you. They know you cannot take 5k off the price, believe me! Crazy Salesman Response: "I am trying to feed my kids."
Not Enough For Trade:
Its never enough for trade, but explain where this number comes from. Just like the price of the car, they know what the car is worth. Crazy Salesman Response: "You want more, its a Piece of sh%#!!!"
Have To Look At Other Make:
Customers always want to compare your vehicle to other vehicles. Just remember this, call them the next day to see they purchased the same vehicle from your competitor. Once this happens a few times, you will quit listening to this. Crazy Salesman Response: "You want to look at that. Why? They are ugly!!!"
I have been in the car business for over 10 years so I have heard and seen it all. Customers have excuses for every situation, but i have found out why they come up with these excuses. They either do not feel comfortable with the salesman or in the situation they were put in. You have to give a customer all the information they ask for and let them make an informed decision. You dont have to be pushy, just informative.
Subscribe to Car Buying Tips To Save You Money by Email
0 comments:
Post a Comment