NetForum - Message Replies

Forum: Idea Exchange

Topic: Overcoming Objections

Posted by: Michael Hargrove (mhargrove@bluinc.com )
Date posted: Mon Feb 16 6:34:36 EST 1998
Subject: "I'm Just Looking."
Message:
Here's our favorite! Have at it!

Chris Parra Subject: i'm just looking.
Reply Posted by:
Date Posted: Tue Feb 17 17:39:28 EST 1998
Message:
Great! Let me be a resource for you so you can save both time and money! What are the important things you were looking for in your next vehicle?

Subject: "I'm Just Looking"
Reply Posted by: Joe Boyer (jboyer@ocslink.com )
Organization: Neil Norton Cadillac/Pontiac
Date Posted: Sun Jun 27 23:17:18 EDT 1999
Message:
I'm new to the auto sale business (three weeks), so please tell me if I'm out to lunch here. It seems that by the time the cutomer gets to the "just looking" phase, he's come into the showroom or lot and has been looking at a particular vehicle. I greet the customer and say something like, "I see you're looking at the new (product)." Most customers just say yes. I then turn the subject to the product features.

Subject: I'm Just Looking."
Reply Posted by: Michael Hargrove (mhargrove@bluinc.com )
Organization: Bottom Line Underwriters, Inc.
Date Posted: Mon Jun 28 13:19:29 EDT 1999
Message:
No, Joe, you're not out to lunch! As a matter of fact, your response is one of the most effective ways we have found to handle that objection. It doesn't work ALL the time, but nothing ever does. Many times customers say "I'm just looking" right when we greet them, however, many sales people greet their customers right away (before they ever stop on a vehicle). So in that sense, many have a different perspective on this situation than you presently do. But you hold on to yours as long as you can. It really IS that simple to get past this very common objection.

What the customer is really saying to us is that 1) they had a bad experience with sales people before and expect to get the same from us OR 2) they don't want to be pressured into buying something they don't want (see reason #1) OR 3) they simply want to look around and gather information without some sales person yapping and yapping at them (again see reason #1) OR 4) they've never really been very comfortable buying a car before and want to maintain control (again see reason #1) OR 5) they don't intend to buy right away.

Having several ways to address this situation is a good idea. Just remember that each of the strategies you choose to put in your toolbox for "I'm just looking!" need to HELP YOUR CUSTOMER feel more comfortable. It's a major purchase for most of us, one that we don't make every day, so it's perfectly natural to feel ill at ease. Add to the mix the number of unskilled people calling themselves 'sales professionals' in this field, and feeling ill at ease is probably healthy! Just remember, Joe, always serve your customer as best as you can, and you'll be serving yourself in the best way possible too.

Thanks for joining in the discussion.

Subject: Just Looking
Reply Posted by: Randy May (rmay4@juno.com )
Date Posted: Mon Oct 25 4:25:59 EDT 1999
Message:
First of all I do not get this responce very much. I think our greeting can increase or decrease our chances of getting this objection. A "May I help You" or "What brings you in today" greeting will much of the time result in a "just looking" answer. I learned a new greeting from Michael that I did not think would work but I tried anyway for a few weeks and got very good results. It is "Hi". Very hard to say "just looking" to a big enthusiastic "Hi". If the "Hi" is followed with a big smile and a liitle pause of silence the customer will usually reward me with starting a conversation. Then I have a green light. When ever I do get the old "Just Looking" I usually respond with a "Great, you picked a great place to look, what are you looking for"

Subject: "just looking"
Reply Posted by: Todd A. Fee
Organization: Gamblin Motors
Date Posted: Sun Mar 5 5:07:47 EST 2000
Message:
I agree with Randy May, our greeting is HUGE in getting a response that you're after...I.E. "Hi, folks, welcome to Gamblin Motors, I'm Todd, and you are? (then 99% they'll give you their name), so, what brings you in, are you here for the sale? Now, more often then not, I'll get a response I'm looking for, but if I get "We're just looking", I'll use an oldie but a goodie!! (I tend to joke a lot with my customers)...I'll then say, great! I'm good looking! Were you folks looking for a car or truck? van or sport-ute? etc.......

Subject: I'm Just Looking
Reply Posted by: Chance Henderson (risable@yahoo.com )
Organization: Randall Motors
Date Posted: Thu May 18 10:17:12 EDT 2000
Message:
I try to overcome the objection before it comes up. After greeting them with, "Hi, my name is Chance Henderson, welcome to Randall Motors!" (handshake) Then,"What can I help you look for today?"

Subject: "Just looking"
Reply Posted by: Brian Tate (tatebk@earthlink.net )Independence Honda
Date Posted: Thu May 31 22:15:21 2001
Message:
I've found if I simply acknowledge the "Just looking" response up front during my initial greeting it usually relaxes the customer and helps to lower their defenses. I usually say something like: "Welcome to Independence Honda my name is Brian, you are? Very nice to meet you, doing a little shopping, a little looking around?" (If they say yes they are "just looking") I'll follow with, "Great, we're you looking for a four door or a two door, SUV, Car,etc. and keep right on fact finding. I can then roll right into rapport building/qualifying questions while WE "Just Look" TOGETHER. Before you know it we've found exactly what they were "just looking" for and we can then proceed through the rest of the sales process together. With this approach I believe the salesperson can be viewed as an expert guide who's there to help make this often anxiety filled process (for the customer) less fearful. When I am assured and confident, the customer becomes more assured and confident in his/her decision to buy from me. Hope this helps! I love this site!!

Subject: I am just looking
Reply Posted by: Joel Wasti (lmsales@gte.net )
Organization: Winner Lincoln Mercury
Date Posted: Mon Jul 2 7:49:33 2001
Message:
I really like this response.

Subject: I'm Just Looking
Reply Posted by: Jo Walker (jolw@aol.com )
Organization: Courtesy Ford
Date Posted: Mon Jan 7 17:02:06 2002
Message:
It was mentioned before that often times a customer will hit you with "I'm just looking" before you can even open your mouth. Whether they say it then or after the greeting I always warmly welcome them to Courtesy Ford ... Hi, welcome to Courtesy Ford and thank you for coming today, my name is Jo Walker and yours is?? Then once names are exchanged and they have said " I'm just looking" I say with a smile on my face, well don't most things begin with looking, what caused you to start looking? It is amazing how people just open up.

Subject: im just looking
Reply Posted by: brian golia (torandthesnowdog@lycos.com )abc nissan
Date Posted: Thu May 2 2:29:30 2002
Message:
Great, what are you looking for? the right price, the right car the right monthly and down payment. Folks I am sure that If I can't help you with any of these things you wont do buisness with me, right? Follow me and I will show you how easy it is @ ( ) motors. Now, what is it that you are looking for in your next vehicle!!

Subject: I'm just looking
Reply Posted by: Brett Olivas (bolivas@thomason.com )Thomason Autogroup
Date Posted: Tue Oct 29 17:13:18 2002
Message:
There are many customers who say "I'm just looking" during the initial greeting and end up buying a car only hours later. I have found this to be a reflex response from a true buyer trying to disguise him/herself as a shopper. Say to yourself: "I'm just looking means; you do not have enough information yet to make a decision on what you want to purchase." DO NOT GET IMPATIENT with this customer, as they are there for a reason. Take your time with this customer as they need information, and you are there to provide it to them. Follow your steps to a sale THOROUGHLY. Offer this customer choices, try creating multiple selections for them, and build value in each selection. Before asking for their business, drive them in each selection and let them compare. Find out which one they like the best, and then ask for the commitment. I anticipate this process of elimination technique will work well for you.

Subject: just looking
Reply Posted by: Ken (kenhill@mikemcgrathauto.com )mcgrath automotive
Date Posted: Tue Nov 12 11:46:29 2002
Message:
After having been in sales for some time now, I have heard many responses to the "Just looking" statement a customer makes. One that I like best puts the customer at ease immediately. When they tell you that they are just looking, say...Great, so you folks don't HAVE to buy a car today??? They will look shocked at your response and say No, we don't have to buy today. You then say Good, sometimes customers come in and need to replace a car that broke down or got totaled in an accident. We can take our time to find you the perfect car. Follow me.

Subject: I am just looking
Reply Posted by: Scott Cole (scottc@hollingsworthrichardsford.com )
Organization: Ford
Date Posted: Tue Jul 19 14:02:18 2005
Message:
If they tell you I don't need any help or I am just looking say something like this. (welcome the objection)No problem I understand, take your time, my name is scott and I can tell anything you need to know about theses and other vehicles so if you have any questions I'll be standing right over there (point) just look over if you need something. (THEY ALWAYS LOOK) and when they do walk back over answer there question or make them laugh about them looking at you and then go right into building repor while discussing the vehicle casualy and sit him in the passenger seat and tell I'll show you best part about this vehicle. shut the door and and drive off never ask.

Subject: I'm just looking
Reply Posted by: maggie nikitas (Magnikitas@aol.com )Saturn
Date Posted: Sat Oct 15 15:31:36 2005
Message:
If someone on the lot or in the showroom says I'm just looking I would respond "Great new or used?" and start a conversation with them

Subject: JUST LOOKING
Reply Posted by: AJ AGER (AJAGER@TEAMCHEVY-VW.COM )
Organization: SCSF
Date Posted: Thu Mar 2 8:04:28 2006
Message:
With this type of objection of just looking I believe that leaving the customer is not an option. If you make it no big deal then neither will they. Treat this the same as though you are just trying to make friends or conversation in a new situation. The car part of it will pop up later but spend more time building repoire

Subject: just looking
Reply Posted by: steven alva (tankss7586@hotmail.com )superior acura of bakersfield
Date Posted: Wed Jun 7 17:57:17 2006
Message:
when i see a customer coming in i'll either wave or smile and when i see the customer get out i say beatifull day uh and knod my head or say it must be the wave and look at my hand it has been working all day or the same with the smile. i use that most of the time be for my meet and greet it sometime brings there guard down.

Subject: "I'm Just Looking."
Reply Posted by: Tom Fohr (tom4@zinggmotors.com )
Organization: Zingg Auto Group
Date Posted: Tue Jul 11 10:30:51 2006
Message:
I ussually use... "GREAT (get them excited), that's where it all begins! Now were you folks looking to replace a vehicle or just add one?

(Replace one): What is it that you are driving right now? (unless they are in their car or standing by it) And what was it that you liked the most about that vehicle? And what did you liked the least about it? And were you looking for another [van, truck, suv, ect.] or were you looking for a change? GREAT, I got something that will be PERFECT for you! Follow me!" (Just turn and walk towards what you are going to present. Do NOT look back! 99% of the time they will just follow because what else are they going to do?? If you follow this script, you will get them excited which is one of the most important key, and you will find out what they need and do not want in a vehicle, even if they are going from a SUV to a sports car. It works universal. They key is to have an effective investagation. If for some reason they mention something they "need" that you don't have in one of your vehicles, simply ask "Is that a MUST HAVE option or just a nice-to-have option? Because I'm sure we could get you one but everything comes with a price."

(Add a vehicle):"What were you looking to have in your new vehicle?" And so on...

Subject: objections
Reply Posted by: paul
Date Posted: Sun Oct 11 19:33:14 2009
Message:
Great, That makes two off us You,re probably looking for a great deal and I,m looking for my alimoney payment this month,Nice to meet you (Reaching out for a Handshake),Hi I,m Pat welcome to fullerton jeep dodge,How about I help you with a great deal and you help me with my Ex wife?This normally gets chuckle.,Let me show you what we,ve got in stock,Now was that a two door or four door, were you looking at getting a value on your trade? we can help you with that,while leading them to a vehicle.

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