Your customers won’t buy because of one or more of the following three reasons:
- They don’t like YOU
- They don’t like the CAR
- They don’t like the DEAL
Find the reason and fix it.
These three reasons are the three elements of the sale: PEOPLE – PRODUCT – PRICE.
OBJECTIONS originate from one of these three reasons.
Customers may not directly bring any of these up, especially the first one. They may mask these with excuses like NO TIME, NO MONEY, NO NEED, NO SPOUSE, etc. If you cannot get through the excuses then it is most likely the reason# 1 and it is time for a TURN.
It is your job to IDENTIFY the real reason by asking questions.
Never be afraid to ask WHY?
If you don’t ask ‘why?” you will never find out the real reason your customer is not buying from you today.
Make this commitment to yourself now: ” I will never let a customer go without knowing the real reason why he/she will not be buying today.”
Ask your customers to buy.
When you get a vague answer that is not related to one of the three elements, you are being given an excuse not a real objection.
You must ask “why?” or “why not?” to dig deeper to find the objection.
If you don’t know what the objection is you cannot overcome it.