NetForum - Message Replies

Forum: Idea Exchange

Topic: Overcoming Objections

Posted by: Michael Hargrove (mhargrove@bluinc.com )
Date posted: Mon Feb 16 6:35:23 EST 1998
Subject: "I Have To Think About It."
Message:
I'd like to read about all the different ways this one is handled.

Subject: I Have To Think About It
Reply Posted by: Chris Parra
Date Posted: Sun Apr 25 1:44:17 EDT 1999
Message:
I usually just ask what it is they have to think about so I can get to the real objection.

Subject: I have to think about it
Reply Posted by: Christopher
Date Posted: Thu May 20 13:03:56 EDT 1999
Message:
I sometimes just leave them alone to think by themselves. Most of the time when I come back to them they tell me what's wrong. Or yes.

Ben Phillips Subject: I have to think about it/sleep on it.
Reply Posted by:
Organization: Tom Ricci's Rental Car Sales USA, Warwick, RI
Date Posted: Wed Jul 7 0:37:43 EDT 1999
Message:
A good way to handle this one: Well, Mr/Ms. customer, let me ask you a question. On a scale of 1 to 10, 1 being that you wouldn't take this car from me if I offered it to you for free and 10 being that there is no way in hell that you will leave this place unless it is in the vehicle; where do you stand in your readiness to purchase this vehicle?
Listen to their answer. If it is a really low number you have a lot of work to do. Maybe you have them on the wrong vehicle, or you missed an important need or want and need to requalify them. Ask them: What can I do to get that number to a ten?
Sometimes it could be as little as getting tinted windows or mag wheels, maybe they assumed it wasn't available because it hadn't come up in the conversation.

Michael Hargrove Subject: must think (scale of 1 to 10) - Ben
Reply Posted by: (mhargrove@bluinc.com )
Organization: Bottom Line Underwriters, inc.
Date Posted: Wed Jul 7 0:47:47 EDT 1999
Message:
Thanks Ben! That's a technique that comes up in just about every city we do workshops in, so it must work quite well.

Many of our clients also use it as a way to transition into their offices to get to the write up.

Subject: I need to think about it
Reply Posted by: Dave Sofi (davesofi@bigfoot.com )
Organization: Quaid Imports VW/Nissan
Date Posted: Fri Jul 23 10:53:21 EDT 1999
Message:
I'm new, 7 months, but what is working well for me is: "Thank you for giving this serious consideration. Tell me, what is it you need to think about? Is it the Safety?...Is it the acceleration?...Is it the... finally, please level with me, is it the monthly payments?" Having reviewed the key benefits, gotton a lot of yeses, we usually come down to the real objection. And their mindset has become more positive, because they have answered yes to all the key benefits. Doesn't always work, but my percentages on closing these folks has doubled.

Michael Hargrove Subject: the "Alternative No Close" above
Reply Posted by: (mhargrove@bluinc.com )Bottom Line Underwriters, Inc.
Date Posted: Fri Jul 23 13:50:17 EDT 1999
Message:
Many of you probably recognize what Dave has offered up here as the tried and true "Alternative No Close", where all the questions are asked in a way that the "Nos" actually become "Yesses" (and as Dave reported gets them in a more positive mindset).

When we ask, "What do you need to think about? Is it the Safety?" They respond "No" if the safety issue is okay. When we ask, "Is it the acceleration?" If it's okay, they respond with a "No, that's fine". The theory goes that since the customer is already in the defensive mode and more prone to say "No" anyway, why not ask questions in a way that makes each "No" a "Yes"? It's simply a way to walk our customer through the thought process and help to make it easier for them to make the decision, hopefully on the side of buying today. At the very least we help our customer narrow it down to a tangible objection (hopefully a workable one) or no reason at all to wait.

Good job Dave and thanks for sharing it!

Subject: I have to think about it
Reply Posted by: bobby (Bnavarrete55@hotmail.com )
Date Posted: Thu Jan 24 2:27:54 2002
Message:
Your going to get this alot. A good idea is to ask "Think about what?" First, try to pull out the real objection. Alot of times the customer is just stalling. Ask them "If THREE weeks is enough time?" Most will say that they just need one day. You can then reply: "The reason I'm asking you is because if I gave you one day, one week or one month, there are only THREE questions you need to think about. Number one - "Do you like the car?" Write down "CAR" while you are asking them, then write a big "YES" next to it when they respond. Number two - "Can you afford it?" Write down a dollar sign "$" or the word "AFFORD", then a big "YES" after their response. And the last question Mr/Mrs Customer, you would need to think about is the easiest one to decide on. "Am I?" or "Is this dealership," the person or place that you would like to do buisness with?" Write down a Bigger "YES" and stick your hand out to shake theirs. You need to watch and listen selectively to the customer. You can also use this to bring out the real objection. Hopefully you have them on the right vehicle. If not, you'll find out by question ONE. Re-land them and start over. BUDGET would be the next objection from question TWO regarding "Can you afford it?" Somtimes the customer will say, "Well thats what I need to go home and think about." You already have their credit bureau in your possesion. Go over their monthly expences with them such as food, rent and anything else. Then open their bureau and it will tell you their monthly bills. Add their monthly expences and bills together. Subtract that figure from their gross income and you have a car deal! Good luck!

Subject: I have to think about it
Reply Posted by: Brian Golia (torandthesnowdog )ABC
Date Posted: Thu May 2 2:45:11 2002
Message:
Usually, no anytime you are given this response isolate which part of the deal they have to think about!!!!! remember it is not called a 4-square for nothing! "Sir/Maam when I hear this I know that their are only a few things you would possibly have to think about; the price, the down payment or the monthly payment." 9/10 times it is the monthly payment!!!!! Due to the fact that you should have already negotiated down payment. remember if you have asked your trial close questions, then they are buying!!!!!!!!
Isolate, Listen and Respond

Subject: i have to think about it
Reply Posted by: greg fannin (gfan57@hotmail.com )moore ford
Date Posted: Mon Jun 3 19:44:27 2002
Message:
all of the above are good ways to respond. but, a lot of times when people are saying this they are starting to get up out of thier seat and something needs to be done quick. somethink that i have found to work well in this situation is just to say that will be fine but can i just ask you something before you go? (again, this is the last ditch effort) it is a proven fact when someone goes this far in a car deal that there is only three reasons why they don't buy the vehicle. #1 they don't like the car. you do like the car don't you? #2 they don't like the salesman. have i done something to offend you, because if i have i will gladly get someone else to help you. (usually this comes with a response of no,no, you have been great)well then the #3 reason is the price. if it's not one of the first two it must be the price. tell me what i need to do with the price so that i can send you home in the car that you like so well today? most of the time you are able to a least get a commitment somewhere with these statements. hope this might help someone out there. look forward to hearing more.

Subject: must think
Reply Posted by: Eugene Karasyk
Date Posted: Mon Jun 3 21:00:28 2002
Message:
What Greg just shared with us I first learned as the "3 Ps".

Whether you take 1 day, 1 week, or 1 month, it comes down to the same three things with all of my customers. We call them the 3 Ps.

The first P is the product. Is it the wrong color? Is it missing any equipment? Is there anything you don't like about the car? (If "No", then move on to the next stage)

Then maybe it's the second P. That's the people aspect. Do you not like the dealership? Is it the service hours that is turning you off? Is it me? (If "No", then move on to the last stage)

Then it's got to be the third P. Which is either Price or the Payments. Which one is it?

Same technique, different approach.

Thanks Greg!

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