Today we are going to talk about how to deal with good questions, customer concerns, and objections. Knowing how to respond to each of these, as well as how to distinguish them, will not only increase your sales prowess, it will make you more comfortable dealing with difficult customers as well.
When a customer says to you, “How much do you want for that vehicle?” that is obviously a question. We always want to answer questions honestly. Let them know what the car’s list price is, as well as their options to upgrade, should they choose to do so. Acknowledge the question, bridge it, and come back to close by offering either/or questions.
When a customer says to you, “How much do you want for that vehicle?” that is obviously a question. We always want to answer questions honestly. Let them know what the car’s list price is, as well as their options to upgrade, should they choose to do so. Acknowledge the question, bridge it, and come back to close by offering either/or questions.
When a customer says, “Wow, that’s a little bit higher than I was thinking at $450 per month,” that’s a concern as opposed to an objection. They are concerned about the price, but not flat out coming out and saying they won’t pay it. When you hear a concern, let’s get back together and figure out a way to make it work.
Now, when a customer comes out and says “No way I’m paying that price,” we have an objection. To address objections, you have to become a problem solver. Figure out another option to make things work, whether it’s coming down on price a little bit, or finding them another vehicle.
Sales people expect confrontation and sometimes overreact to a lot of these questions, concerns, and objections. It’s important to remember that there are ways for you to deal with all three of those calmly and carefully. Learning how to deal with these kinds of situations is half the battle!
If you have any questions for us, feel free to give us a call or send us an email. We look forward to hearing from you!
Now, when a customer comes out and says “No way I’m paying that price,” we have an objection. To address objections, you have to become a problem solver. Figure out another option to make things work, whether it’s coming down on price a little bit, or finding them another vehicle.
Sales people expect confrontation and sometimes overreact to a lot of these questions, concerns, and objections. It’s important to remember that there are ways for you to deal with all three of those calmly and carefully. Learning how to deal with these kinds of situations is half the battle!
If you have any questions for us, feel free to give us a call or send us an email. We look forward to hearing from you!
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